Competition For Hiring Inside Sales Talent
The Harvard Business Review reports that a survey of sales VPs indicated that 46 percent are shifting to an inside sales model! As the use of inside sales models expands, companies are reporting increasing difficulties in hiring inside sales talent. Here are some tips for hiring high-performing inside sales professionals.
Include your company’s advantages in your job descriptions, job ads, etc. For example, informal work environment, Friday afternoon parties, good public schools, etc. Use the test of reversal, i.e. ask yourself what would attract your interest if you were a potential candidate.
Inside Sales Reps Are Professionals
The conventional wisdom is that outside sales people are superior to inside sales people in competence and professionalism. Make sure that you let your inside sales candidates know that your company considers members of its inside sales team to be professionals who are treated with respect and that the company appreciates their contribution. This will help differentiate your company from the other companies that candidates are considering.
Offer compensation plans consistent with your market segment. Remember that base salary is important even to the best performers. A small increase in base salary will go a long way to helping to hire top talent.
Expedite your recruiting process by reducing the time between each step. This is not a suggestion to short cut your process. However, eliminating delays between steps can make a big difference in your recruiting success because top candidates are being recruited by multiple companies at the same time. Of course, this is easier said than done because it is often difficult for hiring managers to find time for effective recruiting. Accordingly, you may want to consider using a recruiting firm to assist you in achieving your recruiting goals.
CNI Can Help
CNI recruits inside sales talent throughout the U.S. We also recruit for all other sales positions and marketing, IT and operations positions at all professional levels. We provide world class service and our referral fee is only 15% of candidate first year base salary (minimum $6,000). We offer a market leading 90 day guarantee in the event of resignation or termination for any reason. Please contact us today. Just fill in the form below or email [email protected] or call (908) 874-6148. We will exceed your expectations.
CNI is the parent company of Best Recruiter and CNI Recruiting.