You put a lot of time and effort into making sure you’ve found the best of the best when it comes to technical salespeople. Locking in those elite performers is the best way to skyrocket your sales team and secure clients who are sometimes impossible to get otherwise. But that doesn’t mean that the top-tier candidate is always the right fit.
Top-tier sales performers aren’t just in it for the money. Salary is a significant consideration, of course, but salespeople at the top of their game have the luxury of shopping around to find other things that they want. Some of those other things include their ideal company structure and culture.
When it comes to top-tier sales candidates, they’ve far outgrown the traditional interview process. They don’t need to sit with a supervisor and go over every detail of their resume, explain their qualifications, and tell you why they would be an excellent fit for the job.
We tend to think of hiring as a one-way street. The company sources candidates for screening them and conduct interviews and background checks, etc. But you may be surprised to learn that when it comes to top-tier sales talent, the script is flipped. Top performers want to get to know your company, perhaps even before you get to know them.
In the world of recruiting, we refer to the big game, top-tier sales performers as “passive” candidates. That means they’re not actively looking for work, and instead must be persuaded to consider joining your team. So how do you source this “passive” sales talent?
You’re on the hunt for those big game sales candidates — the top-tier performers who will knock it out of the park each time. As is the case with any hunt, you need to understand your “prey.” Getting into the mind of your ideal candidate will help you understand their motivations, ultimately helping you to convince them to sign on with your team.
A team made up of people who aren’t team players won’t succeed. It’s true of any organization, across all fields and disciplines. Groups, by their very nature, must work together to achieve the end goal.
We’ve already seen what to look for when considering your big game sales performers. There are different types — lions, elephants, and giraffes — that all play different roles on your sales team, and they’re all critical. But now that you know what to look for when adding your big game performers, the question becomes, how do you go about finding them?
In the African savanna, the lion is king. When it comes to your big game sales performers, it’s inevitable that some will rise to the top to become the best of the best.
When picturing a giraffe, one physical feature in particular comes to mind – their long necks. Giraffes use their necks to reach the highest limbs of trees in order to eat vegetation that other animals can’t reach.