12 Jun How to Find, Hire, and Retain Sales Hunters and BDRs that Will Ensure Sales Growth
Every business must have hunters and BDRs to grow their business. Companies that lack this skills set fall short in converting leads into sales revenue results.
What is your strategy to attract, hire, and retain hunters and BDR’s who will get the job done, instead of complaining about the competition, your price, and the marketing team?
My new book, Millennial Sales Hiring: Seven Proven Steps to Recruit, Hire, and Fast Track Your Millennial Sales Teams, just released on Amazon, will guide you to find the salespeople who can and will find new business.
In previous articles in this series, I wrote about attracting and selecting your hunter. Now, let’s discuss hiring and retaining your ideal candidates.
In addition to having a growth-oriented incentive program, hiring is the point at which the ground rules are established—for three key reasons.
- First, your hunters will be more effective because they operate best under a set of clear expectations. The highly focused hunter thrives on clear metrics and goals. Otherwise, they will create their own rules.
- Secondly, align corporate goals with their personal goals in terms of compensation to ensure they are properly motivated to perform.
- Third, make sure they understand and accept your culture.
Capture and retain your hunters’ enthusiasm
To leverage the unique talents of hunters, you need to understand their values—the drivers behind their behavior that are developed from experience, education and observation. These beliefs, when accurately captured from a reliable assessment, provide the keys to coaching and motivating.
For instance, one of my clients’ hunters detested paperwork (most are detail aversive), so the sales manager hired an assistant. Play to the hunter’s strengths, and help them minimize their frustration.
If leads are poor and closing rates ailing, hunt for hunters who will follow the scent until they capture their prey or the trail ends.
To read the series from the beginning go here.
Leadership Lesson: Remember, hunters perform best under a clear set of metrics, so be sure they know upfront exactly what you’re expecting of them.
Leadership Question: How can you strengthen your recruitment and hiring process to ensure you get the hunters on your team who will grow your business?