Rich Maynard’s Post

What is sales? Sales is hyped to be this scary thing but ultimately it’s about having a conversation with people who are there to do a job. I think some recruiters out there have given the industry a bad name and there are others who are there to genuinely support a solution. Believe in the way you speak to people rather than hard core selling and just have a kind, understanding chat. It might not happen straight away but harassing just isn’t the way. When I headed up internal recruitment I’d be so put off by pushy and sneaky sales tactics. Hiring isn’t always just experience it’s a culture offering and that’s what to think about when speaking to businesses. Take the time to understand and empathise in the right, human way and above all, offer a good service!

The Highest ROI You'll Ever Get in the Hiring Process In 1976 I hired my first salesperson after he completed an assessment that helped me better understand just who I was hiring. Nearly fifty years later I'm still using assessments to help my clients improve their hiring outcomes. That's why Michelle Richardson's article on using assessments to hire salespeople caught my eye, as she explains five ways to use assessments to hire better and six advantages they deliver. #sales #salesandmarketing #selling #slesmanager #salesassessment #b2b #b2c #retail #d2c #hiring #emotionalintelligence #behavioralassessent #eqassessment #motivationalassessment #bestpractices https://lnkd.in/eAxyxqtG

We've done a lot of hiring/searching for sales people of late. We're hoping that is a positive sign for the market. It's not as simple as it sounds, so we thought we'd write about it. What did we miss? https://lnkd.in/gr_g2h-D #sales #hiring #recruitment #assessment #business #technology

Why are you struggling to hire sales and recruiting talent? I'd bet one reason? Selling "differentiators" about your company that every other company in your space sells too. Seems simple right? If you were looking to buy a car. And one company said: - We have two seats in the front, and a bench for three in the back. - We have air conditioning AND heat. - And it even comes with four tires. Your thoughts? Yeah, I assumed that much already, those are kind of the minimum qualifications required to even sell what you're selling. There's ZERO differentiation for mentioning these. What do I hear from companies trying to hire that they use as a "sales pitch" that isn't really helping them? - We don't micromanage our people. (While some companies actually do, nobody is saying that in the interview process.) - We have a great ATS/CRM. - We have an open-concept floor plan. (This one MIGHT be the worst, as most people I talk to hear this and actually think, "Oh great, am I even going to be able to hear the person I'm talking to on the phone?") Stop selling these things. Every other company is selling these things. Or they don't do you any favors. What does do you favors? -For this sales role we actually have 2 successful accounts to immediately start working as the role is open due to a promotion. - We only have meetings on Monday and Thursday (this is a real way of showing the lack of micromanagement). - Have the candidate actually talk to people who report to their manager who will be honest with them. You'd be surprised, people are usually more comfortable walking in with an honest realization of a couple of things that "aren't perfect" than they are a "perfect situation." Because everyone knows there IS NO perfect situation. And that means they'll have to figure those out themselves. #RaiseTheRoose

Last week I had a conversation with a Sales Leader about how are we able to consistently find way better Sales candidates than their internal team. If you you want better Sales candidates you need to provide your HR/Talent Acquisition team with better training and the tools they need to succeed. Let the recruiter responsible for hiring Sales candidates shadow a SDR for a few hours a week. Have them go on a few calls as a silent observer. Explain the KPI'S the SDR has and what they will earn if they meet or exceed them. Have them shadow some Account Executives for a few hours a week. Let them see what their onboarding and training looks like. Have them on some discovery calls/demos/webinars as a silent observer. Explain the territory and KPI's the Account Executive has. Have them shadow a Customer Success person and join them on some calls. Do the same with Rev Ops. Have them spend some time with a Sales Leader. Get them familiar with RepVue, PeerSignal, Glassdoor, Payscale and Indeed. I promise you if your Recruiter spends time with people that are actually doing the position that they are recruiting for they will have a better understanding of the position and the chances of them finding better candidates will increase significantly.

There is a robust business need for objective sales hiring. Creating strategies to hire salespeople who will hit quota and deliver revenue is critical. Simply put, you need to build a team that will help you reach your sales goals. The battle for perfect candidates isn’t ending anytime soon. Increase your odds of winning by using Peak’s 14 tips. With the right hiring strategies, you have all the tools you need to build a top performing sales force. https://lnkd.in/dvMkegq #hiringstrategies #saleshiring #salesgoals #topperforminghires #peaksalesrecruiting

Hiring salespeople is the riskiest, most important thing a business does And most get it wrong >50-75% of the time Getting a sales hire wrong has so many negative implications… For starters, pure lost revenue - kiss quota attainment goodbye Then you have the potential to burn accounts and territories How about the impact on your people and team? You can add things like brand, cost of turnover, cost of rehire, etc ., etc. to the mix Point is: “When you hire for Sales Personality” People you like People who come “highly recommended” Amazing resumes You often overlook the real factors of success in sales: These breakdown to three things: 1) Will When things get tough, does this person have enough internal motivation to keep going? 2) Beliefs Do they have the right mix of supportive beliefs and not the wrong ones? 3) Skills Do they have actual sales -specific skills and abilities? If you are missing any one of these components you will struggle hiring A players Want to start getting sales hiring right? Drop me a DM

Don't Make Your Next Sales Hire Without an Assessment In 1976 I hired my first salesperson after he completed an assessment that helped me better understand just who I was hiring. Nearly fifty years later I'm still using assessments to help my clients improve their hiring outcomes. That's why Michelle Richardson's article on using assessments to hire salespeople caught my eye, as she explains five ways to use assessments to hire better and six advantages they deliver. #sales #salesandmarketing #selling #slesmanager #salesassessment #b2b #b2c #retail #d2c #hiring #emotionalintelligence #behavioralassessent #eqassessment #motivationalassessment #bestpractices https://lnkd.in/esM6Eaqz

Absolutely!!! The RIGHT people aren't simply ones that hit high numbers either. They need to be ones of good character and the right mentality. A true team player. Not someone who is only concerned about themselves and their paycheck. They can make a lot of sales, but they can also cost you so much more. That kind of person can destroy a business. #marketing #sales #business

There is a robust business need for objective sales hiring. Creating strategies to hire salespeople who will hit quota and deliver revenue is critical. Simply put, you need to build a team that will help you reach your sales goals. The battle for perfect candidates isn’t ending anytime soon. Increase your odds of winning by using Peak’s 14 tips. With the right hiring strategies, you have all the tools you need to build a top performing sales force. https://lnkd.in/dvMkegq #hiringstrategies #saleshiring #salesgoals #topperforminghires #peaksalesrecruiting