Recruiting a sales
professional with a history of excellent conversion rates and a
consistent record of achievement is a tough challenge. When outsourcing
this task, it is extremely important that you enlist the services of an
expert - someone who knows the industry and is able to find genuine top
performing sales professionals.
A specialist
headhunter is your best bet. Using his background knowledge of the
industry and the information that he will have gathered on the culture
of your company, along with further research and a wide network of
contacts, a headhunter is able to find the perfect sales candidate for
your company.
What's more, a
headhunter is reliant upon a good reputation as referrals serve a large
proportion of new business. To keep this reputation to a high-standard
means always presenting you with clients that exactly match your
requirements.
So, what are the
advantages of choosing a headhunter over a recruitment consultant? Well,
once their services have been enlisted, most recruitment agents will
immediately present you with a string of candidates that have been
sitting on their database. The fact that they have submitted their CV to
a recruitment agency, or have responded to an advertisement, implies
that they are currently out of a job or they are underperforming in
their current role, making them unhappy working for their employer. It
is extremely rare for a top salesperson to actively look at working for
another company - they are nearly always headhunted.
However, what makes
a headhunter so unique is the emphasis that is placed on communicating
with the client and building up a strong relationship. This not only
enables the headhunter to gain an in-depth understanding of what is
required within the role, but goes beyond the job description to
determine the personality needed within a company's sales force to be a
success.
It is therefore a
combination of factors that are used to create the headhunters powerful
strategy. His sole aim is to create a synergistic match between a
company and a prospective employee. He is fully aware of the market and
spends a lot of time researching the top producers within a particular
industry. Not only is he continuously enlarging his circle of contacts
through proactive networking techniques, but coupled with the knowledge
gained through his relationship with the client, he also knows exactly
how to sell your company to the people who you would ideally like to
recruit.
This is the
approach adopted by DAGPA, a company specializing in finding and placing
sales professionals and senior management, and the results have been
proven. 'Companies have spent months spending money using recruitment
consultants and advertising in broadsheets, but to no avail,' says
Marcelle Al Sabh, General Manager of DAGPA. 'Once our clients have made
the decision to use our services, they have found themselves offering
contracts within a matter of weeks. Not only has there been a quick
turnaround, but the quality of sales people actually being put forward
has led to an increase in the overall standard of their sales force.
With results like these, our clients are consistently coming back with
repeat business.
If these techniques
didn't work, those companies who have already recognized the advantages
would not have turned to headhunters for assistance.
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