22 May How to Hunt for Hunters That Will Guarantee Sales Growth
While I was searching for a document on my computer last week, I came across this article about hiring hunters that will keep your business on a growth track. I realized that it was as relevant today as it was when I originally wrote it – April 17, 2007!
What are you doing to attract the hunters that will ensure sustainable business growth in any economic climate?
The recruiting and hiring goals referred to in this article align 100% with my new book, Millennial Sales Hiring: Seven Proven Steps to Recruit, Hire, and Fast Track Your Millennial Sales Teams, which has just been released on Amazon.
Thoughts of hunting and hunters are natural to me, having been rooted at the TTT ranch hunting preserve in Northwestern North Dakota, which my parents continue to operate. As a sales management consultant, I recognize the unique value hunters bring to companies that are serious about growth and profitability.
Hunters are different from farmers. Hunters are successful at killing fresh meat; farmers are successful at reaping fruits from the same ground. ~ Danita Bye
So just how do you attract, hire, and retain hunters that can and will get the sales job done? In part one of this series, we’ll look at the first step:
Step 1 – Attracting the Right Hunter for Your Game
Hunters may look a little different depending on their prey and environment. Pheasant, deer, and elephant hunters have different motivations, behaviors, and values. That’s why it’s critical to create your profile based on 19 different key areas. These areas include:
- the price of the product(s)/service(s) you sell;
- your competition;
- your prospect;
- the complexity of the sale; and
- company culture.
This profile will be a guide for identifying candidates whose successful track records closely align with your sales environment.
How do you attract a hunter?
Develop the recruiting ad and job description to attract hunters that say, “This is me!” Make it a standout, using powerful wording that screams to the hunter, “We want you!” Describe what you’re looking for: a keen sense that enables them to track down decision makers, a fearless closer, etc. Hunters pride themselves on their boldness. Don’t forget to include your vision and plans for aggressive growth and expectations.
In the next article, I’ll tell you about the second step that will assist you to recognize a hunter who can overcome any misgivings with the proper training and coaching.
Leadership Lesson: Every business needs hunters on their team to track down decision makers and win new business.
Leadership Question: What process do you use to ensure that you have high-performance salespeople on your team that includes hunters?