I’m looking to add a new person to our Inside Sales team so it was interesting to spend a couple of hours yesterday with Jacky Misson from Rise Sales Development. The workshop was run by the MD HUB and covered Rise’s excellent Precruitment process.
Jacky puts a convincing case forward that small businesses generally get it wrong when hiring sales people.
A typical small business hiring process might go as follows:
- Finally admit you need a new person
- Write a job spec (optional)
- Reluctantly approach a recruitment agency
- Hire asap
- Leave the new starter to find their own way around
- Expect great things
- Be dissappointed!
Precruitment is all about taking the time to plan in advance. In Jacky’s own words the right process is to:
- Identify the business needs for your new sales person
- Explore the profile of sales person you need (and those you don’t!)
- Develop realistic sales targets and reviews so your new starter begins with a clear picture of your expectations of them – and a better chance of success
- Help prepare a competency based interview process
- Put together a recruitment process to give you focus, structure and timescales
- Then start recruiting
When put like that it makes so much sense.
Jonathan Richards is CEO at breatheHR http://www.breathehr.com/