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.