Why Hiring Matters for the Future of Sales

[image error]This is the second in a series of posts introducing SEC’s exciting new research topic for 2013: Driving Effective Sales Transformation . Read the first post here.

In response to an increasingly complex selling environment, organizations are beginning to fundamentally change their selling approach. As a result, many Heads of Sales are beginning to question whether they have enough of the right talent, and are turning to hiring to drive lasting change.

Heads of Sales are concerned that not enough of their existing sales force has the innate skills required to successfully sell to today’s customer. However, they continue to look in the traditional talent pools for proven sales talent. Instead of focusing on high performing sales reps, organizations will be more successful if they identify high potential Challengers and teach them how to sell. The rep of the future is different than the majority of the current sales force and as a result organizations must prioritize new competencies when hiring new talent.

Many organizations are also relying on traditional methods to attract talent, such as offering large compensation and rewards packages. These efforts alone will not attract or motivate the desired talent.  Instead, organizations must develop an Employee Value Proposition (a set of attributes that employees perceive as the value they gain from working at an organization) that is aligned with the needs of high potential candidates.  EVP attributes fall into categories, such as rewards, work, organization, opportunity and people. These values should also motivate and increase the commitment to the organization of the existing sales force. Some attributes that will be attractive to people with potential to insight sell, include:

Opportunities to have an impact on customer outcomes
Emphasis on customer outcomes over sales quotas
Increased rep autonomy

How is your organization thinking about identifying and attracting the sales rep of the future? Let us know in the comments section below.

SEC Members, read more about our 2013 research study and learn why SEC thinks organizations need to rethink how to attract and retain talent. Also, participate in the new SEC Sales Transformation Survey to evaluate key drivers and barriers of sales force engagement within your current sales culture.