• Home
  • About
  • Employers
  • Jobs
    • Job Archives
  • Reviews
  • Contact
  • Blog

Fill your jobs fast. Call (908) 874-6148 today.

 

CAN YOU AFFORD TOP SALES TALENT?

VP, Health Plan Sales

The answer is yes! Here is why:

You are probably familiar with the 80/20 rule, i.e. 20% of the sales professionals in a company generate 80% of the sales.  Although the actual percentages vary based on market, product line, etc., the concept is consistently valid.  A small percentage of the sales team usually makes a large percentage of the company’s sales. Accordingly,  increasing the percentage of productive sales talent, even incrementally, can have a significant positive effect on your revenue and profit.  On the other hand, the cost of replacing a non-productive employee is very high. According to the Society for Human Resource Management the cost of employee replacement is up to five times annual compensation. These are strong arguments in favor of hiring only productive talent even if you have to stretch your budget. Here are some tips on how to do so.

Successful recruiting requires the right recruiting tools. Initially, you will need application forms that are customized for each job and written job descriptions that accurately describe the job requirements. Remember to include a paragraph about your company and its advantages in the job descriptions. Evaluate candidate applications, resumes and work samples such as sales communications and proposals to help determine who you will invite for interviews. Prepare interview candidate score cards to assure objective candidate evaluations. After interviewing is completed and you have selected the finalist(s), perform background and reference checks and review W-2s or other documents to confirm compensation.

Use the following criteria to evaluate candidates: Past performance, experience, job tenure, personality and cultural fit.  Past performance is the most important criteria because it is the best indicator of future performance.  In addition, past performance can be measured objectively by reviewing historical sales vs. quotas.  Wherever possible, recruiting tools and processes should attempt to determine past performance.  For example, applications should ask for all prior jobs or at least the last three jobs and sales vs. quotas for all years. Interviewers should ask probing questions regarding previous jobs in order to obtain an accurate understanding of past performance.

Job tenure and related issues should be carefully reviewed.  Applications should ask for job start and end dates in months and years (not just years) and reasons for leaving.  Interviewers should discuss job tenure, challenges, successes and relationships with peers and supervisors. Here again, interviewers should ask probing questions.

Effective recruiting takes a significant amount of time. Unfortunately, hiring managers frequently do not have enough time to devote to recruiting because of the pressure of operational issues.

CNI Recruiting can help. Here is how:

CNI Recruiting can significantly reduce the time required for recruiting and increase the percentage of productive hires. We know how to find and evaluate talent and achieve the right match between our clients and candidates on a timely basis. Our recruiting team leverages a national recruiting database of over 120,000 candidates that allows us to quickly refer the right candidate for you.

We are so confident in our recruiting process that we provide a NINE MONTH, NO QUIBBLE GUARANTEE IN THE EVENT OF RESIGNATION OR TERMINATION FOR ANY REASON. CNI Recruiting offers world-class recruiting for a referral fee of 20% of candidate first year base salary including Executive Searches and we receive our fee only if you hire our candidate. We are based in New Jersey and recruit throughout the U.S. If you require assistance in achieving your recruiting goals, or have questions or comments about this article, or recruiting in general, please call (908) 874-6148 or email [email protected] today…we will exceed your expectations.

Fred Neufeld
President
CNI Recruiting
(908) 874-6148
www.cnirecruiting.com

 

 

Search CNI Recruiting

Placements

  • Sales Representative
    Sales Representative for a defense manufacturer. Territory is Southeastern U. S.
  • Inside Sales
    Inside Sales position with full sales cycle responsibility in the New York City metropolitan area.
  • System Administrator
    System Administrator for software firm in Massachusetts.
  • Sales Executive
    Sales Executive for an advertising and marketing firm in New Jersey.
  • Sales Executive
    Sales Executive for a software firm in Massachusetts.
  • Professional Services Manager
    Professional Services Manager for software firm in Massachusetts.
  • Quality Control Manager
    Quality Assurance Manager for a defense manufacturing firm in Valencia, CA.
  • Project Manager
    Project Manager for a software firm in Massachusetts.
  • Channel Sales Manager
    National Channel Sales Manager for a Massachusetts software firm.
  • IT Vice President
    Vice President of Information Technology for a medical software firm locating in the Northeast.
  • Quality Assurance Manager
    Manage a Quality Assurance department for a defense manufacturing company in Califiornia.
  • Proposal Coordinator
    Prepare proposals for defense firm in CA. Requires Secret Clearance.
  • VP of Sales
    Senior Sales Leader selling digital and traditional advertising and marketing projects nationally. Based in NJ.
  • Inside Sales Representative
    Responsible for selling secure messaging SaaS systems throughout the U..S. Based in MA.
  • Controller
    Financial manager for hospital in Southeastern U.S.
  • Business Development Representative
    Sell new business for equipment manufacturer in Southern California. Primarily government customers. Some commercial customers.
  • Project Manager
    Manage software development projects for secure data communications firm in MA.
  • Branch Manager
    Branch Manager - Commercial refrigeration service office in Southeastern Florida.
  • Technical Writer
    Technical Writer with TS(SCI) clearance. Southern California.
  • Pharmaceutical Sales Representative
    Wholesale pharmaceutical sales in Ohio.
  • Sales Representative
    HVAC and mechanical installations and maintenance field sales in Fort Worth, TX.
  • Technical Sales Representative
    eCommerce field sales in San Francisco, CA.
  • Sales Manager
    National SaaS sales.
  • Sales Manager
    National Inside Software Sales.
  • Medical Device Sales
    Medical Device sales in Mid-Atlantic region.
  • IT Sales Executive
    IT services field sales in Raleigh, NC.
  • Software Developer
    Direct mail application, Chicago, IL.
  • Sales Executive
    Technology sales. Mid Atlantic States.
  • Inside Sales
    Lead generation, qualification and appointment setting. Tampa, FL.
  • Inside Sales
    Full sales cycle. Tampa, FL.
  • Software Engineer
    Develops and maintains data security software. NJ.
  • Sales Executive - Promotions
    Sells customized promotional products.
  • Mobile Software Engineer
    Develops and maintains mobile endpoint software. NJ.
  • HEALTHCARE SOFTWARE SALES EXECUTIVE - EDIS
    Emergency Department Information System (EDIS) sales to hospitals and stand alone emergency providers throughout the U.S.
  • MEDICAL SALES REPRESENTATIVE
    This position calls on physician practices in Houston, TX to generate patient referrals.
  • IT SALES REPRESENTATIVE
    Hardware and software sales for a Value Added Reseller in Los Angeles, CA.
  • SALES MANAGER - MEDICAL
    This position generates patient referrals for a medical practice in California.
  • IT SALES REPRESENTATIVE - COMMUNICATIONS
    National communications systems sales.
  • HEALTHCARE SOFTWARE SALES EXECUTIVE - HOSPITALS
    Healthcare software sales to hospitals throughout the U.S.
  • SALES VP - SOFTWARE
    National Software Sales.
  • SOFTWARE IMPLEMENTATION SPECIALIST
    Software implementation. Northeastern U.S.
  • IT PROJECT MANAGER
    SECURE COMMUNICATIONS SOFTWARE PROJECT MANAGEMENT. Northeastern U.S.
  • IT SALES - HARDWARE
    Hardware sales to small, medium and large companies throughout the U.S.
  • PACS SALES
    National sales of Picture Archive and Communication software.
  • SOFTWARE SALES
    Software Sales to small, medium and large companies throughout the U.S.

 

Follow CNI…

  • facebook
  • twitter
  • LinkedIn

Terms & Conditions | Privacy | Contact

Copyright © 2021. All Rights Reserved.

Designed by WebAuthorings.

We use cookies to offer you a better browsing experience, analyze site traffic, personalize content, and serve targeted advertisements. Read about how we use cookies and how you can control them by clicking "Privacy Preferences". If you continue to use this site, you consent to our use of cookies.

Privacy Preference Center

  • Privacy Policy

Consent Management

Read about how we use cookies and how you can control them by clicking " Privacy Preferences".

Privacy Policy

Required
You read and agreed to our Privacy Policy

How we use cookies

Cookies are little pieces of code that make pages load quicker or remember things like products in a shopping cart.

Cookies Used

Required
Cookies used by the site To see a full list of active cookies, click the secure lock in the address bar, then click cookies. A list of websites can be opened to display cookie information.