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Tips For Running A Successful Sales Recruitment Campaign

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There are lots of recruitment tips on the web however sorting out the wheat from the chaff can be confusing to say the least.

Here are some tips for running a successful sales recruitment campaign:

Recruitment tip one: Good salespeople are notoriously hard to come by. So the best strategy is to make sales recruiting an ongoing activity. Keep your ‘finger on the pulse’ and make recruiting salespeople an every day activity.

Recruitment tip two: Have in place an on-going strategy to enable you to recruit your salespeople all of the time. Have a clear plan that is carefully thought through and written down in a strategy paper. Plan and develop a flow chart with clear objectives and desired results.

Recruitment tip three: Have a well written job description in place which clearly defines what you want in a good salesperson. Know what you are looking for and don’t leave your selection criteria to chance. Once you’ve developed a clear description of what your perfect salesperson looks like, you are able to distance yourself from the emotions involved in your interviewing and make objective selection decisions.

Recruitment tip four: Have someone in your organization allocated the task of being responsible for sales recruitment. Ensure that this person has the education, qualifications and experience to successfully create and orchestrate a successful recruitment strategy.

Recruitment tip five: Look out for job ads in the Saturday papers and learn what your competition is doing and how they are wording their sales recruitment ads. Create your own ads that will attract attention away from your competition and towards your own organization.

Recruitment tip six: Consider a range of media to advertise for your salespeople. Some of your advertising options include: full-color newspaper inserts, business journal classifieds, a banner ad on your website, university ‘career’ days, job / career fairs, internet job postings and radio ads.

You should never restrict yourself to just one advertising medium. As with any marketing campaign, you need to build a marketing ‘web’ with many branches to get the word out about your organization and to attract good sales people.

Recruitment tip seven: Use the latest sales recruitment and assessment methodologies to test and profile your candidates. A sound testing schedule using valid and reliable assessments has been scientifically proven to improve the outcome of selection decisions.

A range of assessment options are available, including instruments that can measure general cognitive ability, emotional intelligence, personality profiles and sales aptitude.

Recruitment tip eight: Have your questions prepared prior to calling candidates in for their interviews. Preparation will help you to (i) conduct a more effective interview with better sales recruitment decisions arising out of the process, (ii) perform a more systematic, structured and professional interview (iii) ensure that you are asking all of your candidates the same questions, thereby creating a fair process and allowing you to collect the same information from all candidates.

Recruitment tip nine: Don’t assume that an experienced salesperson will necessarily have the skills and abilities to bring in sales results right away. In your sales recruitment strategy, ensure that you incorporate coaching, training and support for all of your new inductees.

The recruitment and hiring of staff is a continual process that does not end with the job interview. Having a consistent plan that incorporates staff development will improve your recruitment outcomes.

Recruitment tip ten: Have an attractive and fair salary plan in place. Consider hiring ‘trainee’ salespeople with no previous sales experience but with great potential to succeed in sales. Reward both your trainees and more experienced recruits with a remuneration package that will not only attract applicants to your job ads, but encourage them to work hard, and stay committed to your organization for the long haul.

Short Sales

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Symbiotic! A ideal word to describe this popular trend! One man’s need and other one’s profits, someone’s proclivity to sell off, others require of a dependable rest place. The trend that was prevalent in the 90s is back but again and it’s looming all over.

Just to put more light over the problem and clarify what is it all about, one might opportunity upon thinking on somewhat these lines. The fact is that when sales proceeds are unable to fend off the mortgage amount that 1 is not able to pay back to the lender (Short Sales), with the help/consent of the lender 1 can opt for short sales to pay off the debt. It’s a peaceful process that is in fact enforced by law which states that mortgage lenders are below legal obligations to assist the borrower to settle any dispute that might surface.ce.

Unarguably the best component of a bay area brief sale is that it helps the borrower spend off the debt in a quick manner. In the hindsight it helps the lender and also the buyer as normally the short sale quotes a price that is nicely beneath the prevailing rate.

If hardship is the buzzword in your life and the scenario doesn’t appear to get any better, this idea is an ideal option to bail your self out. There are numerous options available that might qualify below hardship as illness, relocation or job loss and so on.

The lender might look at various perspectives in the process prior to giving a go ahead for a brief sale. The cause being, that usually this kind of sale proves better for lender as the maintenance price of the premises may dig too deep a hole in the lenders pocket. Forgiving a portion of the loan and allowing the premise in question to be sold at a lower quantity therefore proves to be a better choice but it may not be the case always. This is purely at the discrepancy of the lender.

Whilst purchasing the same 1 has to maintain in mind that the purchasing pattern in a brief sale is not precisely a extremely smooth process. All the cards are held by the lender, the current owner is shoved aside and the lender tends to make all the decisions. If the lender is some big bank then 1 may have to wait for fairly some time before a positive response may be solicited. 1 ought to tread cautiously as these waters are still murky to an extent and the whole procedure may finish up being a tiring one.

If you are looking for buying through a brief sale, it’s quite likely that you will end up finding 1 without a lot difficulty. In reality in many regions since borrowers are defaulting one in each seven sales is in reality a brief sale. Numerous consultation businesses are also hoarding up in the procedure to help you take the essential decision. One may appear at all the sides prior to charting out a answer.

Sales Training Dos And Don’ts

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Whenever training is mentioned to the employees of a company it can be met with several different reactions. Some people feel that training is an essential part of developing their career whereas others feel that there is nothing left for them to learn. Sales training is no different and in order to make it work it needs to be the right kind of training. If you have a sales team that needs to undergo more training here are some sales training dos and don’ts that can help you to get it right.

Do – make sure that the training that you are providing your staff is right for them and your business. By doing this you will be able to hold the attention of staff members during training for much longer and get more from them.

Don’t – feel as though training can be completed in a matter of minutes. Believe it or not there are still some managers and business owners who think that their staff unable to be trained in a very short space of time. In order for information to be absorbed and digested aid training course needs to go at the right speed.

Do – think about employing the services of a sales training company who will be able to create a training programme that is right for your business and your staff. Using professional training services is something that is becoming incredibly popular right now as business owners know that it is a way of giving their staff the right knowledge.

Don’t – assume that all training courses are the same as one another. This is a mistake that so many people make and this can lead to time and money being wasted. Make sure that you know the exact content of a training package before you send your staff on it. You might even want to go on a training course yourself so that you are up to date with the latest sales methods that you can speak to your staff about.

Do – take your time when choosing a sales training company. While there are many different companies that offer this kind of service they are not all the same and some offer a much better service than others. Speak to previous clients and take a look at testimonials in order to decide which would be the company for you and your business.

Don’t – think that sales training is a waste of money. In the majority of cases this kind of training is excellent value for money as it can really boost a company’s sales figures. If you value your company and you want to make the sales go through the roof you need to invest in your staff. Do this and you will soon be reaping the rewards when you see the increase in your sales figures.

Hopefully learning the dos and don’ts of sales training will help you to see just how valuable the right training can be. Choose a reputable company and they will deliver excellent training that will help your staff to succeed.

How To Structure A Sales Letter

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When your livelihood is writing sales copy for online and offline businesses, it’s absolutely crucial that your copy converts, or your clients simply won’t come back! A huge proportion of my work is repeat business, and a big reason for that is because over the last 7 years or so, I’ve developed a formula that works over and over again, for any product I’m asked to sell.

So if you can’t afford to hire a sales letter copywriter like myself, then here’s my formula for writing a profit-pulling, high-converting sales letter-

STEP #1 – The Headline

Sure, it’s a pretty obvious one, but it’s arguably the most important part of any sales letter, so neglect it at your peril! The fact is, if you want your prospect to remain on your sales page once they’ve landed on it, then your headline needs to grab their attention straightaway, and keep them reading down to-

STEP #2 – The Sub-Headline

As well as the headline, it’s also a good idea to include a sub-headline, too. This allows you to expand on the main benefit of your product offer, or even include another major benefit as well. A sub-headline essentially gives you room to include powerful pulls, without making the headline waffle on too long!

STEP #3 – Address The Prospect’s Problems

At the beginning of the main body copy, you need to address the BIG PROBLEM (the reason why the prospect is on your page in the first place), and then make it crystal clear that you’ll be providing a SOLUTION to this problem very soon. A popular method of doing this is to ask a few questions, like -do you wish that you could lose 10 lbs?- (for a fat loss product), or -are you fed up with always being broke?- (for a business opportunity or make money online type of product).

STEP #4 – Talk About The Benefits Of Your Product

After you’ve addressed the prospect’s main problem(s), then you need to make it clear that YOUR product will offer the solution they’ve been looking for, and if they stick around for a little while longer, you’ll reveal precisely what it is! This is the perfect place to list some of the main benefits of the product, in order to whet their appetite a little and keep them reading.

STEP #5 – Reveal Who You Are And Why You’re Qualified To Help

Naturally, If you’re reading a piece of sales copy and thinking about buying the product in question, then you’ll want to know who the product creator is, and whether or not they’re actually qualified to help you. So at this point you need to introduce yourself to the reader, and reveal your qualifications and experience. Only by doing this will you be able to build trust and credibility in the minds of your readers – a crucial thing to consider when it comes to selling anything online.

STEP #6 – Reveal The Product!

After you’ve addressed the prospect’s problems, listed some of the main benefits of your offer, and introduced yourself, the reader should now be very keen on finding out exactly what the product is. And this is the point at which you should reveal the product, and explain exactly how it’s going to help provide a solution to their problem.

STEP #7 – Build Value

Once you introduce the product, you should then be working on building value. This can be done by splitting up the product package into individual components, and assigning a value to each one of them, which when added together, far exceed the actual price. By the time the prospect reaches the order button, your product should represent a huge bargain.

STEP #8 – Include Bonus Products

Another great way to increase perceived value is to add free bonuses to the product package, which of course, must be strongly related to the main product. Including a bonus or two is a great way to convince -fence-sitters- to take the plunge and click on the buy button!

STEP #9 – The Price

After you’ve revealed exactly what the prospect will receive with their product package, it’s time to hit them with the price! And as I said, the price you list must appear very cheap at this stage, which it will (if you’ve done a good job of adding perceived value)!

STEP #10 – Include A Money-Back Guarantee

These days, it’s absolutely crucial that you include a money-back guarantee with your product, because it demonstrates that you have absolute faith in what you’re selling. More importantly though, it reduces the risk of buying, and therefore, makes it far more likely that the customer will go ahead with the purchase.

STEP #11 – Include A Post-Script Or Three!

At the end of the sales letter, it’s vital that you add a post-script, because studies have shown that after the headline, this is the most read section of any piece of sales copy! Therefore, you need to include the main selling points and benefits of the product. In short, if a prospect were to ONLY read the post-script, it needs to be strong enough to convince them to go back and read more!

And there you have it-

My 11-point sales letter copywriting formula!

Now, of course, this isn’t the ONLY sales letter formula that you can use, but it’s certainly a good one to go with if you’re not sure how to go about writing sales copy. And hey, if you want to sidestep all of the hard work and just get a professional direct response copywriter to do it for you, then feel free to get in touch!

Resource Box:

The Absolute Worst Sales Job – Anything Involving Cold Calling

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The Number One Worst Sales Job Ever

It’s not really one job … Not even really one class of job. It’s one approach. One APPROACH that makes ANY sales job suck. One APPROACH that makes ANY Sales job suck miserably.

And here it is.

Anything … Anything at all …

Involving …

Cold Calling.

Here’s why cold-calling is so awful:

NO ONE wants to receive a cold call. It makes them uncomfortable, it immediately puts them on the defensive, it instantly make they distrust you (and even actively dislike you).

Let’s face it … Leaving aside some sociopaths out there, NO ONE in sales actually likes to cold-call. There’s always one guy at the office who says he likes it. But come on. Everyone knows that guy is nuts. If you’re stuck in a sales job where you have a manager expecting you, even demanding you to make cold calls … You’ve gotta get the hell out of there.
Because the truth is, if you’re cold-calling for a living, you’re probably not making much of a living. The odds are stacked against you from the beginning. You are trying to sell to people who don’t want to buy and who probably don’t like you. And that never works.
So if you’re cold-calling … You’re probably wasting a lot of time every week either on the phone or pounding the pavement. You’re missing out on selling, because you’re too busy bugging people.

And if you’re building a career around bugging people … You’re probably working WAY too hard. Too many hours, for too little reward.

And if you really get down to WHY cold calling doesn’t work … It’s because when you cold-call on someone, you are coming off WEAK and DESPERATE. You’re coming off needy. And no one wants to buy from someone they see as weak, desperate, and needy. That, more than anything, is why cold-calling sucks.

But there is an alternative.

SYSTEMS.

I’ve built my sales career around systems — systems for marketing, to bring in qualified, interested leads; systems for building those leads into excited prospects; systems for closing them; systems for up-selling them and for selling them more on the back-end; systems for bringing in referrals; systems for automating the majority of everything that needs to be done, in fact …

For seven years I’ve had a VERY comfortable six-figure income … And I have NEVER, not once, not ever, had to make a cold-call. Not once by phone, not once by foot. But I’m here earning a damn good living, working about four hours a day, about 95% of the time from my laptop and my cell phone.

But the only calls I take are INCOMING CALLS, from people interested (and usually more than ready) to BUY.

Honestly, you do NOT have to rely on cold-calling to bring in business.

Cold-calling flat out doesn’t work, it wastes your time, it makes you feel like crap, and in the end it puts you automatically in a position of weakness and desperation.

There’s a better way. …

Which we will be talking about soon.

At MaverickSalesGuy (dotcom).