get too far removed from the customer or manages
from an “ivory tower,” salespeople tend to negatively
feel the impact in a number of different ways.
• Great coworkers. Successful sales people want to work
with other successful people. They want to surround
themselves with others who will push and motivate
them. They don’t mind having friendly competition.
• High standards. Excellent sales professionals want to
work for a company who sets the bar high without being unrealistic as long as the company does everything
it can to ensure their success.
• Autonomy. This could come in the form of letting employees work from home or deciding how their work
gets done. As employees feel empowered, so does
their level of job satisfaction.
• Clear expectations. What are their goals? How will
they be evaluated? How will they know whether or
not they are considered successful in their position?
• Recognition. Recognizing employees, especially
members of your sales team, is positive reinforcement
that their contributions are valued. Doing this as often
and as many different ways as possible keeps a positive
work environment as well.
• Compensation and benefits. Basically, they want
to get paid enough to where they feel they are being
taken care of. If they think that they can be better
compensated elsewhere, the word will get out into the
market making it more difficult to bring onboard the
kind of candidates you want.
• Good culture. Simply put, a company whose employees are currently engaged in their work, satisfied, and
motivated has good culture.
• Career growth. Salespeople want to continue to learn
and develop their skills to become better versions of
themselves. They do not like to feel that their careers
have become static.
Not only does this help you recruit and hire better candidates, it will also help you retain your highest performers as well. By focusing on making your company the best
that it can be, you’ll naturally start to attract the qualified
sales candidates you need and have them inquire about
working for you instead of having to convince them to
come work for you.
Jerry Land works with CEOs, VPs of sales, sales
directors and sales managers who are concerned
with finding and recruiting
the sales talent they need to
grow and prosper. He is the
executive search consultant who
gives them access to the critical
talent they need to
make sure that they get hiring
right the first time. Reach out
to him directly at JPLand@
JPLand.net or learn more by