The Funnel - A Sales Podcast
About This Show
Welcome to The Funnel a sales podcast focused on topics like sales process, sales management, coaching, development, inbound lead engagement, sales and marketing alignment and anything that revolves around the relevant aspects of selling managing and leading a high performance sales team.
Most Recent Episode
6 Step Sales Hiring Process: Search
1 day ago
Sales Hiring Series: Two episodes ago, I introduced the six step sales hiring process. And as I said when I started this series, you will increase your sales hiring success rate if you implement a hiring process. Success in hiring yields success in revenue growth. In this episode I talk about searching for the right sales candidate and where to find them. What we’re going to cover: Good salespeople aren’t where you think they are. Marketing and sales one on one is a formula for attracting candidates. It’s more than writing an ad Recruiters need to be managed. Good salespeople aren’t where you think they are. Where are they? “Great salespeople make up somewhere between 10 and 15 percent of the total sales population. And managers are starting to realize that hiring the best salespeople takes a little bit more time, effort, and resources.” Don’t fill the void. “Unfortunately, what I’ve seen is, instead of taking the time to hire the right sales folks they are trying to fill the void, to just put someone in the seat because they’re desperate to make a hire, and basically you’re guaranteeing that you’re going to hire the wrong person.” Job Boards? “If you’re looking on job boards as your only means of finding a sales person you’re looking in the wrong place. It’s really hard to find good sales people on a job board.” Successful salespeople are currently employed. “One of the things I’ve learned, when hiring sales people is that highly successful people aren’t downsized: they’re revenue generated. When downsizing occurs they’re getting rid of an expense to the bottom line. Not something that generates revenue.” Look for Reps who have exceeded their targets. “Now I wouldn’t go crazy on that, but wouldn’t it be nice to know if someone is overachieving? Now we want to find out why, what the circumstances are around that, but it could be a nice starting point.” Marketing & Sales 101 is a formula for attracting candidates. Inbound Marketing “If you have a good website, a good inbound marketing program, and a good sales team behind that, you can combine y