Many times these types of sales professionals can bring in large new accounts directly from your competition
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Cleveland, OH (PRWEB) January 5, 2009
2008 has brought one of the biggest challenges to business that has been seen in many of our lifetimes. Business has slowed, and many companies will not survive the recession. Most companies fail during a recession due to lack of innovation, and lack of sales. Many poorly run companies try to counteract this by cutting R&D, middle management and Sales staffs to reduce overhead. While it is often necessary to cut a workforce to save on cost, a well run company cuts middle management and poorly performing personnel from all departments.
John Kaufman, an experienced recruiter specializing in top sales talent says, "Right now is one of the best time for a company to set themselves up for growth by attracting and hiring TOP sales talent."
Kaufman says that because so many companies are facing financial difficulty, and many are shortsightedly laying-off large numbers of experienced sales staff, his business is booming. He says, "Many companies are quickly hiring the cream of the crop and actually growing their sales teams during the recession." He says the best talent in recent memory is available now because the fear caused by seeing other experienced salespeople getting the ax, is making it easier than ever to attract the top 20% salespeople that haven't been let go.
Kaufman said, "One of the quickest ways to turn your company around during a sales slowdown is to hire one of the top performing salesmen from one of your direct competitors". He says "Many times these types of sales professionals can bring in large new accounts directly from your competition". The total cost of hiring, salary and benefits are often recovered very quickly due to the injection of new sales in your business.
In order to hire the top sales talent that can have an immediate impact on your company's profits, you should follow the following criteria.
1. Only hire TOP sales talent. Kaufman states that the cost of hiring a sales "Star" is usually quickly paid for by an increase in sales, while the cost of hiring a sales "Dud" is almost never made up. Kaufman says, "If the top 20% of salesmen in any company / industry make up 80% of sales, why would anyone hire the other 80%"?
2. Hire salespersons that are experienced within your industry when possible. Kaufman says "When hiring someone to quickly boost your sales, it's imperative that they don't have a learning curve on your dime".
3. Hire top prospectors. Kaufman says, "Many salespeople are really good at closing inbound leads. Stars not only close to inbound leads, but create new leads". He says they generally do this through effective networking, outbound calling, and sheer will.
4. Consider the "Book of Business", but hire the best guy. Kaufman says that many times an inferior salesman can get hired due to having a "Book of Business", or clients they can immediately call on. He says that companies should look past that, and be sure that once that book is exhausted, the sales pro has the experience and procedures in place to bring in new business outside of his existing network.
Kaufman is a recruiter with over 10 years in staffing, and business development. He is an accomplished entrepreneur that has a long track record of success in building profitable companies that can withstand the lean times. He can be reached at 440.497.4304 or at http://JustSalesPros.com