{"id":977,"date":"2021-12-08T10:00:00","date_gmt":"2021-12-08T15:00:00","guid":{"rendered":"https:\/\/primaressource.enconstruction.website\/en-talent-shortage-best-strategies-to-hire-b2b-salespeople\/"},"modified":"2023-04-18T13:11:49","modified_gmt":"2023-04-18T17:11:49","slug":"talent-shortage-best-strategies-to-hire-b2b-salespeople","status":"publish","type":"post","link":"https:\/\/blog.primaressource.com\/en\/talent-shortage-best-strategies-to-hire-b2b-salespeople\/","title":{"rendered":"Talent shortage, the best strategies to hire B2B salespeople"},"content":{"rendered":"<p><img decoding=\"async\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2023\/04\/pc3a9nuriedetalent2clesmeilleuresstratc3a9giespourrecruterdesvendeursb2b-2.jpg\" alt=\"P\u00e9nurie de talent, les meilleures strat\u00e9gies pour recruter des vendeurs B2B\" width=\"1920\" loading=\"lazy\" style=\"width: 1920px\"><\/p>\n<p>You have certainly not escaped the current workforce challenges.<\/p>\n<p><span style=\"font-weight: bold\">The number one issue that challenges businesses is the talent shortage.<\/span> Businesses, especially small and medium-sized businesses, need to recruit qualified employees for their day-to-day operations and growth. While sales may not be the area where you hear the most about the shortage of resources, the problem is still very real.<\/p>\n<p><span style=\"font-weight: bold\">The second challenge is to retain talent in companies.<\/span> There is a lot of talk about the phenomenon of the &#8220;great resignation&#8221;, which leads to increased mobility of talent and numerous reconversions.<\/p>\n<p><!--more--><\/p>\n<p>In such a context, <span style=\"font-weight: bold\">how can SMEs ensure that they succeed in recruiting the salespeople they need while retaining the representatives they already have?<\/span> Here are the best strategies for doing so.<\/p>\n<h2>1. Retain high performing representatives<\/h2>\n<p>It&#8217;s a no-brainer in any context: <span style=\"font-weight: bold\">you need to do what it takes to keep the best B2B salespeople on your team<\/span>. But how do you do that?<\/p>\n<p>Key elements of the <span style=\"font-weight: bold\">work environment to retain top salespeople<\/span> include:<\/p>\n<h3>I. A culture of responsibility and accountability<\/h3>\n<p>The best salespeople need to work in an <span style=\"font-weight: bold\">environment where excuses are not tolerated<\/span> and where everyone takes responsibility for their results, both positive and negative.<\/p>\n<h3>&nbsp;<\/h3>\n<h3>II. An Effective Compensation Plan<\/h3>\n<p>In summary, compensation should:<\/p>\n<ul>\n<li>Reward risk and effort of representatives<\/li>\n<li><span>Be uncapped<\/span><\/li>\n<li><span>Offer options<\/span><\/li>\n<li>Be easy to calculate for representatives<\/li>\n<li><span>Be aligned with business objectives<\/span><\/li>\n<li>Enable personal goals to be achieved<\/li>\n<\/ul>\n<p style=\"font-size: 18px\">Read the article &#8220;<a href=\"\/en\/sales-compensation\" rel=\"noopener\" target=\"_blank\">How to Create a Good Sales Compensation Plan<\/a>&#8221; to learn how to build your next sales compensation plan.<\/p>\n<h3>III. A recipe for sales success<\/h3>\n<p>B2B companies that do a good job of <span style=\"font-weight: bold\">structuring their sales organization and establishing the <a href=\"\/en\/b2b-sales-process\" rel=\"noopener\" target=\"_blank\">processes<\/a>, metrics and recipes<\/span> that allow salespeople to succeed will be able to retain top performers.<\/p>\n<h2>2. Develop salespeople who have the potential to perform better<\/h2>\n<p>In a context of talent shortage, focusing on the <span style=\"font-weight: bold\">development of representatives is more than ever a winning strategy<\/span>.<\/p>\n<p>To do this, the first step is to <a href=\"\/en\/what-is-a-sales-force-evaluation\" rel=\"noopener\" target=\"_blank\">assess the skills and potential of each representative<\/a>. A comprehensive sales force assessment will provide individual &#8220;portraits&#8221; as well as the overall picture of the potential of the entire sales organization.<\/p>\n<p>With this audit, you will be able to design the development plan adapted to your team and your company.<\/p>\n<h2>3. Attracting the right sales candidates<\/h2>\n<p>In a recent survey we conducted on LinkedIn, attracting candidates was (unsurprisingly) found to be the second biggest challenge for sales managers. <span>The first issue being the assessment of sales skills.<\/span><\/p>\n<p><img decoding=\"async\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2023\/04\/screenshot2021-12-09at10-01-29am-1.png\" alt=\"Talent shortage, the best strategies for recruiting B2B salespeople\" width=\"3040\" loading=\"lazy\" style=\"width: 3040px\"><\/p>\n<p>Source: <span><a href=\"https:\/\/www.linkedin.com\/feed\/update\/urn:li:activity:6845713925535739904\">Prima Resource LinkedIn page<\/a><\/span><\/p>\n<p>There are two sides to the big resignation phenomenon: on the one hand, <span style=\"font-weight: bold\">many talents are mobile and looking for new professional opportunities<\/span>. On the other hand, <span style=\"font-weight: bold\">companies are competing fiercely for talent<\/span>. How can you make the most of this situation?<\/p>\n<p>Here are 3 strategies for building a quality applicant pool:<\/p>\n<h3>I. Have a comprehensive posting strategy<\/h3>\n<p>To attract candidates, your sales jobs should be posted in as many relevant places as possible. In addition to posting sites such as <a href=\"https:\/\/ca.indeed.com\/\" rel=\"noopener\" target=\"_blank\">Indeed<\/a>, <a href=\"https:\/\/business.linkedin.com\/talent-solutions\" rel=\"noopener\" target=\"_blank\">LinkedIn<\/a>, <a href=\"https:\/\/www.careerbuilder.ca\/\" rel=\"noopener\" target=\"_blank\">CareerBuilder<\/a>, or <a href=\"https:\/\/www.glassdoor.ca\/\" rel=\"noopener\" target=\"_blank\">Glassdoor <\/a>to name a few, make sure to <span style=\"font-weight: bold\">promote your positions on social media.<\/span><\/p>\n<p>Nowadays, in order for job offers to appear at the top of the list, budgets must be set aside to <span style=\"font-weight: bold\">sponsor the ads<\/span>.<\/p>\n<h3>II. Writing ads that convert<\/h3>\n<p>Just as your website must be built to convert visitors into leads, your job postings must follow this principle.<\/p>\n<p>To get quality candidates to apply for your sales positions, the posting should be written to appeal to their ability to identify with the role you offer and the company.<\/p>\n<p>While the majority of postings are written as lists of tasks and skills, <span style=\"font-weight: bold\">try to tell the story of the ideal candidate&#8217;s background and future role.<\/span><\/p>\n<h3>III. Display the compensation for the position<\/h3>\n<p>It is essential to demonstrate to candidates that the company offers competitive compensation and, above all, that <span style=\"font-weight: bold\">you are not afraid to show the numbers<\/span>. For SMEs, sales compensation may be taboo, however, to attract the best salespeople, you will need to show that you can offer an attractive level of compensation.<\/p>\n<p>By posting a salary range or minimum annual salary, your job posting will attract more candidates.<\/p>\n<h2>4. Gaining accuracy in assessing sales skills<\/h2>\n<p>Once the pool of candidates has been established, the most difficult task in the recruitment process still remains to be accomplished: measuring sales skills.<\/p>\n<p>The current environment only reinforces the relevance of <strong><a href=\"https:\/\/go.primaressource.com\/en\/sales-candidates-assessment-package\" rel=\"noopener\" target=\"_blank\">assessing sales skills<\/a> as early as possible in the recruitment process <\/strong>for several reasons:<\/p>\n<ul>\n<li>Any new sales hire must be the right one and produce a quick ROI<\/li>\n<li>Time is a key factor for all parties in the recruitment process<\/li>\n<li>Candidates have the leverage of the scarcity of supply compared to demand<\/li>\n<\/ul>\n<p>In order for you to conduct an <a href=\"\/en\/the-science-of-sales-recruitment\" rel=\"noopener\" target=\"_blank\">effective recruiting process<\/a>, without letting subjectivity or urgency decide, it is essential to have a scientific and predictive filter for the most important factor in sales success: sales skills.<\/p>\n<p><span style=\"font-weight: bold\">You want to see what a sales-specific assessment report looks like?<\/span> <a href=\"https:\/\/go.primaressource.com\/en\/sales-candidates-assessment-samples-package\" rel=\"noopener\" target=\"_blank\">You can download free samples here<\/a>.&nbsp;<\/p>\n<h2>5. Selling the recipe for success<\/h2>\n<p>With top-level reps, you need to <span style=\"font-weight: bold\">show that your company knows sales and places a strategic importance on it<\/span>.<\/p>\n<p>The best salespeople want to join companies that have a recipe for sales success. It is this element that can make the difference for top candidates. They will choose the company that offers them the environment to <span style=\"font-weight: bold\">achieve high goals that also satisfy their <a href=\"\/en\/how-to-set-personal-goals-for-your-success\" rel=\"noopener\" target=\"_blank\">personal goals<\/a><\/span>.<\/p>\n<p>So think about not just selling the company and its benefits, but also how you enable representatives to achieve their personal goals.<\/p>\n<h2>WHERE TO START?<\/h2>\n<p><span style=\"font-weight: bold\">Planning and preparing for future hires in your sales department are two essential steps to avoid contextual obstacles<\/span>. Elements as strategic as defining the role to be filled can be much more complex than expected. This is why you must take the necessary time in the preparation stages.<\/p>\n<p>However, to speed up this process and ensure you make the best hiring decisions, don&#8217;t hesitate to <span><a href=\"\/en-ca\/contact-us\" rel=\"noopener\" target=\"_blank\">get assistance from experts <\/a><\/span>in the sales recruitment.<\/p>\n<p><span class=\"hs-cta-wrapper\" id=\"hs-cta-wrapper-68545ff4-83e0-4fc1-87f9-8888975cc3e7\"><span class=\"hs-cta-node hs-cta-68545ff4-83e0-4fc1-87f9-8888975cc3e7\" id=\"hs-cta-68545ff4-83e0-4fc1-87f9-8888975cc3e7\" style=\"text-align: center\" data-hs-drop=\"true\"><a id=\"cta_button_68545ff4-83e0-4fc1-87f9-8888975cc3e7\" class=\"cta_button\" href=\"https:\/\/go.primaressource.com\/en\/sales-candidates-assessment-package\" target=\"_blank\" rel=\"noopener\"><img decoding=\"async\" id=\"hs-cta-img-68545ff4-83e0-4fc1-87f9-8888975cc3e7\" class=\"hs-cta-img \" style=\"border-width: 0px;margin: 20px auto\" src=\"https:\/\/blog.primaressource.com\/wp-content\/uploads\/2021\/12\/68545ff4-83e0-4fc1-87f9-8888975cc3e7.png\"><\/a><\/span><\/span><\/p>\n","protected":false},"excerpt":{"rendered":"<p>Explore the best strategies for recruiting B2B salespeople to help SMBs overcome the obstacles associated with the current talent shortage.<\/p>\n","protected":false},"author":10,"featured_media":973,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"categories":[136,131],"tags":[],"class_list":["post-977","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sales-management","category-sales-recruitment"],"acf":[],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v23.3 - https:\/\/yoast.com\/wordpress\/plugins\/seo\/ -->\n<title>Talent shortage, the best strategies to hire B2B salespeople<\/title>\n<meta name=\"description\" content=\"Explore the 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