Hiring Sales Staff is a Pain!

By Debbie Nicholson, Think-to-INK!
https://www.linkedin.com/in/debbie-nicholson-24a53627/!

From my early days in the print industry, I learned the profound importance of understanding our client's pain points. This understanding not only allows us to alleviate their pain but also to fix what no other print provider is willing to address – or even acknowledge. It's a strategy that brings a sense of relief and reassurance to our clients, letting them know that we're not just another print service provider but a partner who truly understands their needs.

However, today’s discussion is about us (I loved saying that)! What are our pain points, and how can we effectively address them?  Well, here we go!  Let’s drop a few thoughts here.

Hiring of Sales Staff:

Now, imagine the transformative impact of hiring passionate, skilled, and committed sales staff. These individuals, driven by their dedication and expertise, can be the catalyst for your company's unprecedented growth and success. It's a vision that should inspire and excite you for the future.

But here's the catch.  Where are these exceptional individuals I just described? Are they just a figment of our imagination? This is a pressing issue that needs our immediate attention.

I receive calls weekly from PSPs asking why they can’t hire great sales staff.  When I ask about their hiring strategy – I am usually told they placed a digital ad or reached out to a few friends.

Instead of relying on digital ads or personal connections, it's time to consider a more structured approach. Implementing a comprehensive recruitment process, such as contracting with a Professional Sales Recruiter (industry-specific) or seeking assistance from your regional Printing Association, can be a game-changer. These organizations are often the first to know about industry changes, such as new sales techniques or emerging market trends, and can provide invaluable guidance in your recruitment process, guiding you toward the best hiring decisions.

When the idea of hiring a professional recruiter comes up, the first response is often, 'But that’s going to cost me.' Yes, it's an investment, but one that can save you time and resources in the long run. A professional recruiter can handle targeted job postings, thorough interviews, and skills assessments, allowing you to focus on your business. This not only saves you the time and effort of the hiring process but also ensures that you're getting the best candidates for the job. With a professional recruiter, you're not just paying for a service, you're investing in the future success of your company.

As a third and more long-term option, if I were you, I would mentor and challenge customer service representatives to get in line for a promotion. This involves specific steps or strategies to help you identify and develop potential sales staff from within your company.  You have everything you need – ensure you understand how to use it effectively!