If you want a high-performing sales team, you need a process to help you attract, hire and retain top sales talent. Many sales managers wait for a vacancy to occur; then, react, hustling and bustling to find a body to fill the job. Don’t get caught unprepared.
Always Be Prepared for the Rule of 3:
- Someone will be promoted
- Someone will resign or be fired
- Someone will surprise you
You may be overwhelmed at the idea of staying on top of recruiting. But, there are simple things you can start doing right now that will improve your recruiting bench the next time you need to find a new hire – quickly.
Here are 3 action items that will help you maintain top bench strength:
1. Conduct 3 sourcing efforts a week
Conduct three quick sourcing calls each week. Schedule a time to network with former work colleagues, former and current satisfied clients, top recent new hires or sales team members, social networks or professional membership associations.
2. Get 3 candidate names from each contact you make
Extend your network. When you’re looking for potential hires, use your contacts to build your bench. Ask each contact for names of people they think may be qualified or interested.
3. Maintain the contact with your top 3 candidates
Exceptional candidates are rarely looking for a job. But when they are, the window is very small as they get snatched up quickly. Don’t let the timing of your recruiting efforts get in the way of finding these exceptional candidates. Make it a personal goal to find three top candidates that you keep in touch with; and over time convince to join your team.
Sales talent management needs to be a consistent priority for sales managers, who want to attract, hire and retain top sales talent. Human resources can help, but they shouldn’t be the lead owner of your recruiting efforts. You, as a sales manager, need to participate in your own rescue by developing an effective strategy for talent management. It's a crucial component to the success of your team.
Following these tips is a great start, but your entire sales organization can help in your efforts as well. Create a consistent process that makes it easy for your team to practice these same tips and you'll reduce the time and resources needed for talent management.
