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Sales Prospecting Do's and Don’ts

  
  
  

sales prospecting do s and dontsSales prospecting may not be the most glamorous part of the sales profession, but don't let that fool you. Absolutely nothing in your process matters as much to your long-term success as your sales prospecting methodology-leads determine everything that follows, shaping the entire process. Bad leads lead to no sales, or bad sales. Good leads lead to good sales. It's that simple. That means it's crucially important that every sales person and team lead take the time to review their sales prospecting methods, and make sure they're doing all the right things and none of the wrong ones. In this article, we'll cover three complementary Do's and three Don'ts of sales prospecting, and hopefully give you the insight you need to optimize your process.

Don't:  Make Ice-Cold Contact.

Even when you're just sales prospecting, building your pool of qualified leads, you don't want to make the 'everyone in the phone book' approach. No contact between a sales person and a prospect should EVER be cold on both sides. If they're a stranger to you, don't contact them until you figure out a way to learn about them.

Do: Research Prospects.

Research every prospect as thoroughly as time and circumstance permits. Even the coldest contact can be a bit warm on one side. If nothing else, make sure you know your demographics as well as possible-you'll still be flying blind on an individual level, but you'll have something to work with. Without research, it's very easy to either ruin a great lead before you realize it, or never realize the lead is great in the first place. Research, research, research.

Don't: Make Yourself Obnoxious.

Sales prospecting shouldn't feel like harassment to the prospects that aren't interested. You don't want to burn bridges with lame tactics that only open a few doors. A prospect that's not interested today may be interested tomorrow-but if you've managed to offend them or annoy them, it's the competition they'll be calling. 

Do: Focus on Connection First, Sale Second.

Those same prospects that are burnt bridges under more obnoxious sales prospecting methodologies can be planted seeds with a more relationship-based approach. With this mindset, you treat every contact and attempt to generate a lead as a networking opportunity. Even if the prospect has zero interest in your product, you want them thinking of you in a positive light if they need your services-or if they know someone who might. This approach is slower on the front end but generates far better leads more consistently than sales prospecting focused on immediate closers.

Don't: Target the Wrong Person.

Make sure that you're building a list of leads that aren't far removed from the people who make the decisions. That means that you don't target C-level executives when middle management makes the call, and you don't target middle management when C-level executives make the call. Know whom you're after and make sure they're the target of your sales prospecting. Just another reason to research, research, research.

Do: Look at 'Tangential' Prospects.

Aiming at the wrong person is a big don't, but aiming at people other than the decision-maker as part of a longer game is a great idea. If you can't make immediate contact with a decision-maker, or you don't think you can close with a direct approach, planting the seeds of interest in their advisors and peers can be a great strategy. It's just important to make sure that you're doing this on purpose when sales prospecting and not because you didn't know who made the decisions in the first place. 

The most important thing to keep in mind with all sales prospecting tactics is this: Knowledge is power. You'll know good leads because you'll know the prospect. You'll approach the prospect with the right moves because you know the prospect. You'll close the sale because you know the prospect. Anything else is secondary to knowledge--so learn what you can early.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

3 Reasons Why Your Sales Team Needs Twitter to Sell More

  
  
  

3 reasons why your sales team needs twitter to sell moreThe following three ways Twitter helps your sales team sell more tie together into one consistent theme: Knowledge is power, and Twitter's become a place where you can find fresh, untapped, unfiltered knowledge. The more you know, the more you sell. It's that simple. 

Image.

Like all social media, Twitter plays a vital role in portraying the image of a modern company, as important to image today as a website became yesterday. Companies function and perform well enough without social media campaigns or presence, but like the dinosaurs of yesteryear with no website to be found, a company not applying itself to Twitter, Facebook, LinkedIn, and other social media venues is missing out on half of the conversation.

An active, well-managed Twitter campaign goes one step beyond 'this company pays basic attention to modern life', it becomes a powerful tool for controlling image in all fields. Prospects may not be Twitter users, may not subscribe to your account or read your messages first hand, but if you maintain the right tone and offer strong content, choice bits WILL filter through and saturate the larger body of potential customers, as will a positive reputation.

Prospecting. 

Twitter also provides a more direct avenue for your sales team to sell more, as a tool for prospecting. The value of strong sales prospecting can't be overstated, and Twitter provides an excellent base for the process. Learn the hashtags relevant to your industry and you have a ready-made list of people that may be interested in what you have to offer. Look a bit closer, and you can gather all sorts of information that might be useful in making cold contact.

You can also make very casual, very effective first contact with prospects via Twitter. A tweet takes seconds to read, so it's not the imposition that a call or even an email might seem to a cold contact. Firing off a quick message in response to something a potential customer has said can lay excellent groundwork, especially if you can get a response back. You don't have to move straight into selling from Twitter, but your sales team will easily sell more in the long term if they get the hang of this warming up process.

Insight. 

The expert level application of Twitter, where the clever make fortunes-and the less clever don't even understand how. Twitter, and other forms of social media, can be thought of like this: If one individual saying to another in-person is the 'zero beat' of a trend starting, social media is the first beat, followed by smaller publications at two, then big ones at three. Your sales team probably won't be there for the zero beat, but if you're using Twitter right you'll be there at one-well ahead of less savvy competitors.

Knowing the trends, and rumors, and scandals, and other big news early in the news cycle gives you room for fast maneuvering. It doesn't matter whether news and trends move quickly in your industry or not, just that you're ahead of the competition and adapting faster and more effectively than they can. A sales team that sees the wave coming because they engage with customers, industry figures, and prospects on Twitter can absolutely dominate that wave and ride it to sell more and more.

On the other side, there's self-analytical insight to be had from Twitter as well. Maybe you're seeing an uptick in returns, unsatisfied customers, and a drop in return customers-if you're paying attention to Twitter and engaging with your customers and potential customers, it will be very easy to figure out what's causing that trend. That's organic insight, untainted by format or polling style. Going back to image, Twitter also lets you engage and defuse complaints with minimal merit before they go viral and taint your image with the population at large.

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

5 Steps to Landing a Better Sales Job

  
  
  

5 steps to landing a better sales jobWhen you set out to land a better sales job, your first objective is to sell yourself to a new employer. In a way, sales people have an advantage when it comes to finding a new job. The skills that you perfect day in and day out are the very skills needed to find a new job. 

The first thing you've got to realize about finding a better sales job is that you don't need to follow the typical resume-application-wait-for-an-interview routine that so many people find themselves wrapped up in. If you view your job search as a normal sales process, with you as the product you're selling, you'll achieve better results: a better sales job.

Let's take a look at the five steps to landing a better sales job:

1. Know Yourself

Not all sales people are the same, and not all jobs are the same either. To find the best job for you, you've got to do some self-analysis. What are your interests? What are your skills and strengths? By being honest with yourself about these questions, you can significantly narrow down your field of interest, which helps when you're looking for a better sales job.

2. Research Your Possibilities

Now that you know what kind of job you're looking for and have narrowed your search down to just a few industries, it's time to do some research. 

The first place to start is online. You can learn a lot about a company from a cursory web search. Start with their company website, and see if you can learn about its current sales people, pay structure, market, and competition. Take a look at LinkedIn to find out who's already working there. If you have contacts there, you'll be able to learn even more.

If you like what you see online, get on the phone and call the sales department. Talk to current sales reps and be straightforward about your intentions. Ask them questions about training, challenges, their services and products, and what it's like to work there. Such a conversation can have great benefits in the long run.

3. Ask Probing Questions

During your interview, be thorough and honest in your answers, but focus on asking really good questions. This is a classic sales technique, and it will show your prospective employer that you've got skills, but even more important, your questions will give you deeper insights that will help you evaluate whether or not this is a better sales job. 

Listen carefully to the answers to your questions, and use the answers to further the conversation. For example, if you ask the interviewer what the biggest challenges are to the sales department right now, you can know which of your skills could be helpful in solving the department's problems. This gives you a great advantage in getting a better sales job.

4. Explain Why You're the Solution

Can you explain in a few sentences why you are the best sales person for this job? If not, you might need to ask a few more good questions. Your goal in an interview should be to articulate your value proposition. Give the interviewer specifics: how much money you made for your last employer, how you closed deals, and how you found new prospects. Nothing comforts an employer like numbers they can count on. Give the interviewer specifics.

5. Follow Up for a Better Sales Job

Again, your initial contact with a potential employer should mirror your best sales skills, and following up is a skill that should never be neglected. Send a handwritten thank you note after the interview. During the wait, consider putting together a plan showing how you would approach the job based on information you gleaned during the interview.

These five steps can help you to land a better sales job. With a better sales job, you will be closer to reaching your career goals.

Job Search Readiness Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Increase Sales Using Your Website

  
  
  

how to increase sales using your websiteIn the modern era of sales, your ability to maximize the efficiency of your web presence can be considered one of the defining traits of a superior sales force. Email, social media presence, and websites serve much the same purposes today as phone calls, in-person networking, pamphlets, and storefronts, adding an entire new dimension to any multimedia sales campaign. In this article, we'll be focusing our attention on ways to increase sales with your website-your digital storefront, informative brochure, and yellow pages ad, all rolled in to one vital presence. So read on, and discover four simple ways a well-designed website can increase sales.  

Image. 

Above all else, your website serves to increase sales by improving the image of your company and your brand. This works on almost countless levels, starting with the simple fact that 'good companies have good websites' in the minds of most prospects. A shoddy, low-effort website with a dearth of useful information or poor navigation will leave an impression that sales people engaging those prospects later will have to work hard to overcome, assuming the prospect ever even makes contact.

You website can also control your image in other ways-you don't want the top mention of your company or product online to be something from a competitor or disgruntled reviewer. You want to control the narrative with your own content, as much as possible. First impressions count for a lot, so building a strong website that leaves a strong first impression can make a break a company.

Seeds. 

A website can be utilized as a way to plant seeds for later purchases and thus increase sales in the long term. If, for example, you maintain a website with excellent tangential content that sees a lot of traffic, your product will be the solution first to mind if any of your visitors finds themselves needing such a thing. You're not necessarily trying to sell with any of your content-rather, you're establishing yourself as a paramount authority in an area that will likely generate sales down the line.

Pipeline.

In a more direct approach, your website should serve as a viable line into your sales pipeline. Collecting information for opt-in email, contact forms for simple questions, phone numbers, and every way you can think of to pull a prospect into your sales pipeline can be utilized on your website to increase sales. Presumably, anyone visiting your website is prime for being pulled into your pipeline-make sure you have as many unobtrusive avenues into your system as possible.

Direct sales. 

Some customers visit your website because they want to buy from you. It's in your best interest, if you wish to increase sales that you allow them to do so. Whatever your product, whatever the complexities involved in a sale of your services or materials, there's almost certainly a viable way to sell it over the internet. It's a maxim in every other form of sales, and it applies just as well to your website as it does to phone calls, emails, flyers, and sales meetings: If a customer wants to buy, let them buy. You gain nothing from obfuscating and delaying. If a prospect wants to buy here and now, they should be able to-or they'll go to a competitor and buy THERE and now.

These are just a few of the myriad ways a website can be used to increase sales. The baseline secret behind all of these is this: think broader and think like a customer. Any tactic you can use in other areas of sales can be utilized with your website, with enough creativity. It's a flexible, powerful platform for sales, so use it to its fullest potential.

A CEO's Guide to The Future of Selling

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

5 Sales Training Techniques to Help Get the Ball Rolling

  
  
  

5 sales training techniques to help get the ball rollingWhen you have a new group of sales reps, or when your current group needs a jump start, sales training techniques can help you to get the ball rolling. Sales training techniques can help you to assess your current selling skills, discover areas for improvement, and help you to practice new skills. 

There are lots of sales training techniques out there, and it's helpful to know and use multiple sales training techniques with your sales team. What works well for one sales rep may not be as useful to another. By introducing your team to several different sales training techniques, you're sure to find a few that work for everyone. 

Identify the Red Flags

One of the biggest problems for sales reps is spending too much time on leads that will never go anywhere. If your sales reps can learn to identify red flags during their initial qualifying calls or visits, they'll improve their sales records simply by being more efficient with their time.

You can help your sales reps to identify red flags and follow up with helpful responses. For example, if someone says they usually buy from one of your competitors but would like to see some information about your products or services, say, "Why would you switch vendors?" Such a question can help your sales reps to determine whether or not a prospect is worth their time.

Avoid Getting Brushed Off

It's very common for sales people to get brushed off during an initial contact. People are busy and often don't know how to say they're not really interested. 

Train your sales reps what to do when they sense they're getting brushed off. For example, when a prospect says something like, "Go ahead and send me a quote so I can take a look," a well-trained sales rep will reply with a response like the following:

"Before I send you that quote, I want to make sure you would be ready to move forward. Let me ask you..." and then the sales rep would beginning asking qualifying questions about budget, the company's budget making process, and other helpful information. Instead of walking away with an assignment to create a useless quote, your sales rep has moved forward through the sales process.

Stop Pitching When Enough is Enough

Teach sales reps to stop talking past the close. It's all too easy to deliver a great presentation and then just keep on pitching your products long past the time to stop. Teach your sales reps the following sales training techniques that will help them to stop pitching when enough is enough:

  • Record them so they can catch themselves doing it.
  • Advise them to use a script until they've learned to stop at the right time.
  • Ask for the deal five times.
  • Welcome the no's; they get you closer to the yeses.
  • Be quiet and listen.

Use Umbrella Questions

It's helpful to have sales training techniques at your disposal for times when you have a few extra minutes and would like to do something productive. This technique is perfect for such times.

Umbrella questions are general questions that get a prospect talking, and they can be used in every sales call. Challenge your sales reps to use at least five umbrella questions at each call. Here are a couple:

  • Why? Tell me more.
  • Can you share with me another example?

Brainstorming umbrella questions can be one of the most valuable of the sales training techniques.

Create a Prospecting Timeline

Most sales reps have little idea how long it takes to turn a prospect into a profitable customer. Help your sales reps to create a prospecting timeline so they have a benchmark. This will help them to streamline future timelines and plan their time better.

These sales training techniques can be used in meetings, conferences, and coaching sessions. With new sales training techniques at their disposal, they'll enjoy increased sales success.

Sales Management Worksheet

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

Words You Should Never Use in a Sales Email

  
  
  

words you should never use in a sales emailSales email can be a great, efficient tool. You can send email messages when it's convenient for you, and your recipients can read your messages when it's convenient for them. You can take your time composing your messages, and your recipients can stew over what you had to say without feeling like they have to respond immediately like they'd have to in a face-to-face or phone conversation. 

Clearly, email works well in sales, but it works much better for sales reps who learn to be truly proficient at writing sales email than for sales reps who just dash off a quick note and hit send.

You can improve your sales email by avoiding the following five words:

World-Class

What exactly does "world-class" mean? We're not sure either. It probably has something to do with holding a world record, but that doesn't usually apply to sales.

The problem with using a phrase like "world-class" is that it sounds too good to be true. The last thing you want to do is to sound like you're trying hard to make your products and services sound acceptable to customers. Let your products and services speak for themselves. Cut the exaggeration and use hard-and-fast specifics.

There are other words in the same category as "world-class" you should avoid in your sales email:

  • Cutting-edge
  • State-of-the-art
  • Breakthrough
  • Groundbreaking
  • Market-leading

Value-Added

This is a buzzword that has been increasingly seen in sales email and online, but it's just a filler word and doesn't add to your sales pitch. In fact, if anything, it adds ambiguity to your sales email when you want to be offering depth, specifics, and credibility.

Instead of telling your prospects that your services and products add value, just tell them specifically what you're offering. If you're offering temporary employment services, explain your services in a straightforward way. This will give them the information they need in order to make a decision. Straightforward information will also help them to think of good questions about how your products and services would fit into their plans, and these questions are the beginning of a fruitful conversation.

Partner

Generally speaking, partners are different from businesses a company hires to provide products or services. The word "partner" implies both equality and a joint goal. While your products and services might be able to help a company achieve their goal, you do not inherently have the same goal. Your goal is to sell your products and services, and your customers have different goals that pertain to their own goals.

Therefore, when you use the word "partner" in a sales email, you come off as false, and that's the last thing you want to do. Instead of using the word "partner," consider emphasizing how you can help your customers reach their own goals.

Passion

In sales, you're always trying to differentiate yourself from your competitors, but don't differentiate yourself by saying you're more passionate than the other guy. Yes, it's good to love what you do, and showing a little enthusiasm for the products you're offering is appropriate, but business decisions ought to be made by logic, not by passion or emotion.

How would you feel if you were interviewing orthopedic surgeons for your knee operation, and one of the surgeons just gushed about how passionate he is about knee surgery? You might feel a little nervous about this guy and want to entrust your leg to someone who comes across as a little more analytical. It's the same for your customers.

Full-Service

A good sales email is short but full of essential information. To keep your sales email on the short side, avoid using words like "full-service."

Instead, explain what full-service means, beginning with the signing of the contract and ending with delivery or maintenance. Embellishing does nothing but breed skepticism.

By avoiding these words, your sales email will improve, you'll enjoy a more positive response from your prospects.

The B2B Sales Essentials Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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How to Prevent Lousy Sales Calls

  
  
  

how to prevent lousy sales callsLousy sales calls leave you with two unfortunate consequences:

  1. You make a poor impression on a prospect; and
  2. You hurt your personal morale.

If you're not careful, these two consequences can have far-reaching effects. Your next sales call isn't likely to be much better if you're already feeling defeated, and you won't likely make headway in the future with the company you just tried to contact.

Fortunately, there are things you can do to prevent lousy sales calls, such as the following:

Do Your Research

Before you ever pick up the phone, get online and find out as much as you can about the person and the firm you'll be contacting. If you have the answers to the following questions, you'll be much better prepared to have a successful call.

  • What is your contact's position?
  • Who are the decision makers at the firm?
  • Has the firm ever done business with you before? If yes, when?
  • Who are your prospect's biggest competitors?
  • What are your prospect's biggest challenges?
  • Are there any big changes happening in your prospect's industry?

With answers to these questions, not only are you more prepared for your sales calls, but you also have plenty of relevant, insightful things to talk about as soon as you start your conversation, which brings us to our next tip.

Cut the Small Talk

When you reach your prospect, don't begin your conversation by asking, "How are you?" This isn't a social call. You're not calling to find out how their day is going. You've just interrupted your prospect's day, and you had better have a good reason for doing so.

Cut right to the chase by introducing yourself and explaining why you've called. If you need something friendly to say at the beginning of your conversation, but you don't want to make it sound like you're wasting time, try one of these:

  • Good morning, Mr. Jones.
  • Hi, Mr. Smith. This is Andy Garcia from [your organization].
  • Did I catch you at a good time?

Talk About One or Two Benefits

Your prospects know right away what's in it for you (a sale), but they'll want to know what's in it for them. Instead of overwhelming your prospects and sabotaging your sales calls with huge lists of every potential benefit, focus on just one or two benefits based on your research.

By offering the one or two most important benefits to a prospect, you help them to focus on specific ways your products or services can help them to meet their goals. By giving your prospects tangible benefits during your sales calls, you'll be much more likely to catch their interest and make sales.

Lousy sales calls are avoidable. You can improve your sales calls by doing research ahead of time, cutting the small talk, and focusing your conversations on one or two specific benefits. If you do these things, not only will your sales calls be more successful, but you'll find yourself looking forward to your sales calls instead of dreading them. Improve your sales calls and enjoy more success!

Job Search Readiness Assessment

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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5 Words You Should Always Use During a Sales Call

  
  
  

5 words you should always use during a sales callIn almost every form of sales, the word serves as the basic building block of your every move. Whether you're cold emailing a fresh prospect, making a typical sales call, contacting a happy customer for a follow-up, writing copy for a brochure, or Tweeting a status update for a social media campaign, the job of a sales person can be summed up, in essence, as choosing the right words. It should come as no surprise, then, that some words are better than others. And that some words are so good, so much better, that they should play a role in every sales call-that they are always, more or less, 'the right choice'.  

True.

It doesn't make much sense when you think about it, but using the word 'true', or related words such as 'truth' or 'honest' or 'real' can help you make a faster connection with a prospect during a sales call than you otherwise could. It seems that it really does make you more trustworthy to another person if you tell them, verbally, that you're telling the truth, that you're sharing honest facts and opinions. Of course, this can backfire horrendously if you're not, in fact, telling the truth-so don't. Honestly sells better, and trust is a valuable currency for a sales call.

Need.

Very few words can empower a sales call efficiently as 'need' or its cousins: 'require', 'unique situation', etc. Prospects want to know that the solution you're offering them is what they need, not something generically good that may or may not suit their situation. That means spending the preparation and early stages of your sales call getting a feeling for the prospect's circumstances and figuring out just how your product or service meets their need-not their want, not some vague 'way to improve' but a need. If there are weaknesses in your product as it relates to the prospect, figure out in advance how your other customers work around them so you're ready with good answers.

When.

Putting a date on something makes it more real, more immediate, more alluring to a prospect than when you leave scheduling vague-when, not if. Something as simple as setting up a future follow-up sales call can give you strong leverage moving forward. And when the prospect's ready to buy, you need to be able to say confidently when they'll have the product in hand. If your purchasing process is too convoluted, your scheduling too erratic, you'll need to figure out a good workaround-but getting a few 'whens' in to your sales call will always be a good thing.

Free.

Along with its companions 'throwing in', 'bonus', 'freebie', and 'extra', few words grab a sales call prospect's attention more than free. Whether you're offering something in advance as a way to draw the prospect in, or tossing something 'extra' in to secure the deal, free things go a long way with everyone. Something extra that the prospect doesn't really care about can still win them over-there's something about getting 'free stuff' that triggers the 'winning' part of our brain. Nothing makes a prospect more likely to close than that feeling of winning.

Difference.

The last, perhaps most vital word in your sales call dictionary. If you can firmly establish the idea of a difference in your prospect, you can write your ticket to salesperson superstardom. The difference between your product and the competition, the difference between the prospect's current situation and their situation with your product. You're not selling a product-you're selling change. 'Difference', 'change', 'improvement', 'superior'. If you can accurately, effectively, and convincingly use these words, your sales call success rate will skyrocket.

Of course, none of these words by itself can close a sales call--this isn't a video game cheat code you're inputting. Rather, understanding the strength of these words, the ideas behind their use. That's the real secret to sales call success.

Top 5 Traits of Successful Sales People Download

SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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3 Reasons Why You Need a Sales Recruiter

  
  
  

3 reasons why you need a sales recruiterChoosing the staff for your sales team may be the single most important you'll ever face-whether you're a team lead, middle management, or a C-level executive, you future can often be charted directly to the skill of the sales team you put in position. Unfortunately, selecting sales personnel isn't as easy as it may seem-choosing the right mix of people to create an optimally functional sales division takes as much skill and tailored insight as leading that team. That's where a sales recruiter comes in. Without a sales recruiter, you're leaving the quality of your team to blind chance, and the future of the company with it. You might be wondering why. Fortunately for you, this article has all the reasons you need to hire (or train up) a sales recruiter of your own.

What Makes a Recruiter?

Before we discuss the reasons for having a sales recruiter, it may do us some good to agree on what counts as a true sales recruiter. A sales recruiter is not, in fact, the random person from HR that you task to find new sales personnel, the overworked team lead asked to vet candidates from other departments, or even the normal hiring manager, although that last one is far closer than the rest. A sales recruiter knows sales, knows candidates, and knows how to fit an individual to an organization quickly and effectively. It's a full-focus job that shouldn't be handled as a secondary role in most situations. A good sales recruiter more than pays for their efforts in benefit to the company, just like any other vital personnel.

Why a Recruiter?

  • Quality of Hires. Perhaps the most obvious benefit of a dedicated sales recruiter. Getting the best people for the job (and your budget, culture, product, location.) can be a monumental task, but a good sales recruiter can make it happen. A specialist spots flaws that a team lead may not, sees diamonds in the rough where others might only see inexperience, and recognizes what's needed, not what's wanted. In short, if you want to get the best hire whether they're local or abroad, a new graduate or old hand, then a specialist sales recruiter's more or less mandatory.
  • Compensation. Of course, getting the perfect candidate isn't the only reason to take on a sales recruiter. A good one will make sure you're compensating your team effectively-not breaking the bank, not wasting money on wasted talent, not losing your best and brightest newcomers to better-paying competition once they have experience under their belt. Give a good recruiter free rein within your compensation budget, and they'll take it further than you'd dream it could go. You'll get better results AND take less of a hit to your staffing budget. Win/Win.
  • Cohesion. The last benefit of a proper sales recruiter lay in their ability to put together teams, rather than just pick random individuals with good resumes. It's one thing to place an ace salesman in your team and have him do a great job, it's another to find one that fits your corporate culture and will work with your other ace salespeople to make a greater whole. That sort of cohesion also contributes greatly to concerns such as team morale, customer satisfaction, public image, and the ever-fearsome turnover. A company that's great to work for, because it's your perfect fit, is a company you'll work better, harder, smarter for. A sales recruiter can make sure that happens by intent, not accident.

So you have the reasoning for choosing specialized sales recruiters over part-time hirers. Whether that means developing your own full-time in-house recruiter or picking up the services of a third-party agency will depend largely on your staffing requirements and long-term expectations. The investment in tools, training, and regular pay may or may not be in your best interest, so you consider your options before you leap one way or the other.

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

How to Be More Successful at Selling in the Morning

  
  
  

how to be more successful at selling in the morningNothing starts a day off better than making a sale in the morning. With a sale under your belt by lunchtime, you'll experience less pressure and more success, and you'll help your entire sales team to feel more motivated and inspired.

The following are a list of things you can do to be more successful at selling in the morning. If you're just not a morning person, baby step yourself through the list, starting with the easiest tip and working yourself up to the ones that seem more difficult to you. Before long, you'll be selling in the morning and increasing your bottom line.

1. Begin the Night Before

If you want to jump start your morning enough to make a sale, you have to take a few minutes the night before to get yourself ready. Most of us spend our mornings being caught up and organized, but if you can manage to do these things the night before, you'll be a few steps ahead. Here's a basic list of night-before activities:

  • Assemble items you'll need for the next day
  • Check your schedule and add or subtract appointments if necessary
  • Go through your to-do list for the next day
  • Fill the car with gas if it's low
  • Confirm sales calls and meetings
  • Resolve any schedule conflicts

2. Tackle the Hard Stuff First

Every to-do list contains items you'd rather not deal with, and often these difficult items are the ones that lead you to sales. Tackle the hardest, most intimidating items first, and the rest of your day will go smoother. If you're dreading a phone call to a prospect, make that call first thing in the morning.

There are a couple of reasons your selling will improve when you tackle the hard stuff first. In our example of the dreaded phone call to the prospect, if you make that call early in the morning when your prospect is fresh, he will be more likely to spend a few minutes talking with you. On the other hand, if you call at 4:30 in the afternoon (because you still have to check it off your to-do list), your prospect will be rushed, trying to get everything done before he goes home for the day, and he won't be in the mood to talk with you. Start early, and reap the benefits.

3. Eliminate Distractions

Selling is harder when you let distractions eat up your time and attention. If you want to be more successful at selling in the morning, you're going to have to put those distractions out of your mind and off your desk until later in the day.

Emails, texts, marketing tasks, and reports will have to wait until a little later in the day if you want to make a sale in the morning. Before you can get distracted with all of these things, do what needs to be done to make a sale. This requires discipline, but the results can be very impressive. Just think, if you can get out there and do some real selling in the morning, there will still be time to wade through your email, make phone calls, and write up reports later in the day. And you won't be as stressed as you would be if you hadn't done that early morning selling.

You can make it easy for those you work with by letting them know, "I check my email at lunch time, so I'll get back with you then." Then you don't have to worry about making people feel neglected. If you want to be more successful at selling in the morning, you have to protect your precious time.

Selling in the morning can change the way you feel about your job and your personal success. Do what it takes to get your selling underway at the beginning of each day, and enjoy the peace and satisfaction you feel.

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SalesForce Search specializes exclusively in sales recruiting across North America and serves small, medium and Fortune 500 companies. SalesForce Search helps companies find qualified sales people who will have an immediate impact on their sales targets.

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