| Why Your Company Is Not Getting the Best Sales | | | | your company goes this route to justify a lower than |
| Employees | | | | market base salary, they are in for a long and arduous |
| As a sales recruiting firm, we consistently get calls | | | | recruiting process. |
| from all different types of companies looking for | | | | 2. Exact Backgrounds - if your company wants |
| various types of sales and marketing professionals. | | | | somebody with a background that is too specific, it |
| Some companies are very successful at obtaining | | | | can sincerely hurt your firm's hiring ambitions and, more |
| Grade "A" sales representatives and they do so quite | | | | the most part, your organization will forego finding truly |
| frequently. Though, for some organizations, it takes | | | | great sales representatives. When your company sets |
| months (if not a lot longer) to find somebody whom | | | | forth the requirements for a sales representative, you |
| they will even considering hiring. What are the | | | | should have some variables listed that, if missing, it |
| downfalls of a hiring process such as this? When it | | | | would not preclude somebody from being considered |
| comes to hiring sales people, why are some | | | | for the job. There are some industries in which every |
| companies having trouble? What can be done to | | | | background variable has to be in place (biotechnology |
| prevent this HR debacle? | | | | or government selling would be two examples), |
| Included in this article are some reasons explaining as | | | | however in most industries, if you hire a very intelligent |
| to why you are not building the best sales team within | | | | and competent sales person, they can quickly pick up |
| your industry and a few practices which will quickly | | | | the concepts and sell your product or service line. |
| take care of this problem. | | | | 3. Too Many People Involved in the Hiring Process - |
| 1. Compensation - when companies are taking | | | | this is something that is sure to slow down the |
| advantage of the 9.5% unemployment rate by offering | | | | recruitment process. In this case, the term "the more |
| lower compensation packages, job seekers | | | | the merrier," does not apply. The companies which are |
| immediately sniff it out and shy away from | | | | able to procure the best sales professionals only have |
| interviewing with your firm. If your company continues | | | | a few people involved in the hiring process. The best |
| to take advantage of the open market, when hiring | | | | number is 4 or less. Once more than 4 people are |
| gets better, you are going to be knee deep in | | | | involved in the process, hiring gets drawn out and it |
| turnovers and unhappy employees. Additionally, | | | | leaves your company open to losing sales applicants |
| employees show more enthusiasm when their | | | | to a competing organization whose hiring practices |
| compensation is higher. Without a doubt, you will | | | | prove to be more swift and timely. |
| receive a better ROI from an employee who is paid | | | | 4. Lack of a Go to Market Plan - if a company does |
| $10,000 more on the base than the alternative. | | | | not have a good strategy as to how to go to market |
| Additionally, if your company hides behind commission | | | | with their products or services, the job is going to be a |
| potential as reasoning for a low base salary, your | | | | "cold-calling fiesta" and no sales professional wants to |
| chances at obtaining that great sales representative | | | | be part of this. Before hiring a salesman or |
| are close to nil. We refer to this low compensation | | | | saleswoman, make sure that they are going to have |
| justification as the "uncapped commission lure." The | | | | some marketing and / or advertising support. If your |
| "uncapped commission lure," is when a company | | | | company does not have a set plan for this, many |
| justifies paying an employee less due to the fact that | | | | sales applicants will be turned off at the perceived lack |
| they can make an uncapped amount in commission | | | | of marketing and advertising advantage in which they |
| which, essentially can make them rich. Moreover, if | | | | will receive. |