Sales recruiters are always on the lookout for the best sales talents to join their company. However, some of them are often already working for the competitor. These professionals have a solid background in the industry. They know what the customers’ needs are and who the decision makers are. The competitors’ salespeople would also have a network of contacts that another company would want to penetrate. In addition, they are highly motivated. As such, a sales recruiter can coach or recruit them from the competitor by appealing to their great drive to achieve and accomplish more in their career.
How to Initiate the Recruitment Process
Although competition for top talent is healthy for the industry, as it promotes the development of salespeople who are increasingly motivated to perform, discretion should still be taken when poaching in order to ensure that friendly relations with the competitors are not affected.
There are three methods for conducting the recruitment process, namely through direct calls, third party recruiters, and referrals. Making direct calls may be transparent and efficient, but it may not be the best recruitment method as it can cause a conflict with the rival company. In this regard, it would be best for the sales recruiter to use the sales person’s personal phone number or email address in their communications.
On the other hand, using third party recruiters would enable a company to recruit the competitor’s salespeople without being closely involved in the recruitment process. As such, it involves less controversy than making direct calls.
Lastly, a sales recruiter can ask for references. They can connect to the sales representative through the use of social media, or they can ask friends, clients, or business partners to connect them with another company’s sales staff. As well, networking during business events can be a great way to meet the competitors’ talents and to determine if they are open to exploring opportunities.
How to Appeal to Prospective Employees
To recruit sales talent, it is important for the sales recruiter to be able to differentiate their company, that is, they must be able to show what the company can offer that the others can’t.
In order to do this, the sales recruiter must show that the company is an industry leader. For the sales representative, this can mean access to more administrative support and resources, which can greatly motivate them to change jobs. It is also important for a company to ensure that they have a strong employer brand. A company with a good reputation, a good organizational culture, and a company that provides regular skills development opportunities and training for its employees will be appealing to top sales talents.
In addition, the rival’s sales staff can be enticed to join another company by offering them a higher compensation than they’re currently receiving. They should also be provided with clear career paths.
When poaching, a company must ensure that the job applicant does not have competition restrictions in order to avoid liability.
It would also beneficial for the company to target the top sales person of the competitor, as this will encourage other top salespeople in the company to also change jobs.