Recruiting sales professionals is no easy task! It may be the most challenging position to fill, given the complexity of assessing a candidate’s aptitude during a simple interview and the scarcity of good profiles.
According to the Apec Observatory, in its 2022 report, sales executives are characterized by particularly sought-after behavioral skills. The volume of job offers for executive positions in business development (such as director of business development, commercial network manager, business developer, business manager, etc.) increased in 2022 to surpass pre-Covid-19 levels. Thus, recruiting business developers or business managers can take several months to finalize.
Crossing from one sector to another is relatively rare, especially for B2B sales. Indeed, knowledge of the company’s commercial environment is required. Moreover, requirements do not stop at soft skills; other demands such as educational background (for some large companies, graduating from a reputable business school can be a determining factor) or candidates’ years of experience also come into play. Senior executives may encounter resistance. Some recruiters fear they may not be dynamic enough for developing a client portfolio or may struggle to adapt to a highly technological environment.
Sales Shortage!
48% of companies looking to recruit salespeople failed to find the right fit… We have been in a real shortage of salespeople for several years now. The main reason lies in the profession’s image, which has suffered from negative prejudices stemming from often inappropriate practices. Add to that the solitary reputation of salespeople who roam the roads all day without knowing if they will earn their commissions at the end of the month, and you turn this profession into a real turnoff!
Fortunately, things have been evolving rather favorably lately. This profession is no longer pursued as a last resort but is seen as a thoughtful choice by many young students aiming for a career in sales. Another explanation for this shortage is related to the economic context of recent years. This population, which remains a champion of turnover, tends to secure itself and become increasingly loyal to their employer, less sensitive to recruiters’ calls.
How to Find the Right Profiles?
Apart from referrals, there are two main avenues: job postings and/or recruitment agencies. Nowadays, recruitment through social networks has also become common. “Job boards” have dominated the advertising market, and many agencies have more or less specialized in sales roles, recognizing it as a field that is not heavily affected by crises. Social networks serve as a complement or an alternative, but their indirect use for recruitment purposes yields random and irregular results.
Solutions to Find the Right Fit
If you’re in search of a salesperson, it’s because you need to boost your sales and/or retain clients. Therefore, always favor a candidate who possesses genuine selling skills rather than just being an expert in your industry. Selling is a real profession that, like any other profession, requires mastery of techniques; make sure your candidate has mastered them.
One last piece of advice: be responsive and available during the recruitment process. Good profiles are rare and thus highly sought after by many recruiters. Don’t let timing be the reason you miss out. Otherwise, you might let excellent profiles slip away!
