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As we near the end of the first quarter of 2021, companies are aggressively ramping up sales efforts to get the year off to a great start. Now is a great time to take advantage of the current market place to expand or enhance your sales team. But don’t plan on getting bargain hires. The best sales performers know their value and are being selective.
Let’s assume you’ve invested wisely in a good recruiting process that has produced a top tier sales candidate. What must you offer to ensure that this top candidate accepts your offer? Be prepared to successfully address three key points in your offer to ensure that you are not left standing alone at the altar.
Overcome these three challenges in your efforts to recruit sales candidates.
For lateral moves, the average bump in base pay is 10-20% to have a solid player move over to your side of the court. If the position is a promotion with more responsibility and higher expectations, that percentage may rise to 20-30%. Are you prepared to offer your sales candidate more than they currently earn? Do you have attractive healthcare benefits? If you don’t offer benefits, be prepared to increase pay accordingly.
2. Value Add:
Let’s assume you have successfully scaled the compensation hurdle. Now, let’s consider other factors that may be just as important as money. Switching employers is a major risk/reward decision for sales candidates. Best to offer something in addition to money to attract a superstar sales professional. Consider these value-adds: Is your company mission motivating and rewarding? Does your company have a reputation for innovation? Does your leadership team inspire excellence?
3. Career Growth:
A superstar sales person needs to see a future that is golden. If your company does not offer the next step in their career growth, why should they make the move? For sales professionals, career growth could be a bigger territory, more innovative products or services to sell, or the opportunity to advance into sales management. The status quo is not an option for superstars. They crave new challenges to satisfy their high need for achievement.
If you are actively recruiting sales professionals or are planning a search soon, be prepared to show your best hand if you want them to accept your offer. Superstar sales professionals significantly outsell average performers so an attractive compensation plan will pay off in the end.
If you would like to implement a proven process to recruit superstar sales talent, give us a call at 317-578-1310.