What Does Sales-Rep Job Hopping Mean to You?

By Jeff Beals

Workers in the United States are choosing to leave their jobs at the fastest rate since the internet boom 17 years ago, according to a recent Wall Street Journal article, and it’s paying off for them in the form of bigger paychecks and more satisfying work.

The Labor Department reported that 3.4 million Americans quit their jobs in April, near a 2001 internet-fueled peak and twice the 1.7 million who were laid off from jobs in April.  The job-hopping phenomenon is not limited to certain industries, instead occurring across the economy.  Workers are buoyed by a strong economy and the lowest unemployment rate in years.

As you might imagine, young people are switching more than older employees.  Approximately 6.5 percent of workers under age 35 changed jobs in the first quarter of last year, according to the article, versus 3.1 percent of those ages 35 to 54.

What does this dynamic employment market mean to you?

If you’re an employee, it means that you may have more choices now than at any other point in your career, perhaps ever.  But you now have the “curse of choices:” some employees may agonize over leaving a comfortable or safe job versus chasing a new opportunity that pays more and offers more enjoyment/career satisfaction.

If you’re looking to hire or retain talent, your job is getting harder, and it’s probably going to get worse in the future.  There is growing evidence that artificial intelligence (AI) is actually creating more jobs than it kills thanks to the massive productivity gains it causes.

So how do business leaders make sure they have enough talent in a talent-scarce environment where workers are becoming more restless?

First and foremost, you need to create a motivational culture that people don’t want to leave. Second, compensation needs to be competitive.  Third, you need to recruit perpetually.  Recruiting talent is the lifeblood of a company.  Even when you’re “full up,” you need to keep recruiting at least a little because personnel situations can change fast.

This is especially true if you lead a sales team.  More than 26 percent of sales jobs are expected to turn over this year.  Even during down economies, it’s difficult to find talented, motivated sales people who are willing to work on commission.

Here are a few ideas to help you find the sales talent you need:

  1. Look for a vendor who is good at selling. That talented salesperson who sells things to your company might enjoy becoming a part of your company.
  2. The same thing goes for a client.  Obviously, you have to be very careful about this, but if the situation is right, there might be a sales rep from one of your client companies that might be a good fit for you.
  3. You can post ads online, but for many companies in many industries, this turns out to be a waste of time and money.
  4. Engage a recruiting firm?  Some companies have a lot of success with this.  Other companies prefer to bird-dog for sales reps on their own.
  5. Good, old-fashioned networking is the best way to bird-dog for reps.  The key is to network efficiently and with the end goal in mind.  Only network at events and in places that are target rich.  Otherwise, you’re wasting your time.
  6. Seek referrals from your current reps.  Ask your reps, “Who would you like to work with?”  Some companies give incentives to reps who recruit people.
  7. Social media is critically important. You most likely won’t directly fill vacant sales jobs solely through social media, but it will help.  Social media builds brand familiarity and credibility.

This is important:  If you’re a sales leader, be sure to sign up for my webinar, “How to Recruit Rockstar Sales Reps,” which will take place on Thursday, August 16th at 10:00 a.m. Central Time.

We’ll share with you:

  • The simple, right-in-front-of-you places you can find top-shelf sales reps
  • How to get prospective sales reps excited about your company’s culture and growth opportunities
  • How to differentiate yourself from all the other companies competing for the best talent

It’s only $49, and each attendee will receive the “Recruiting Blueprint,” a printable resource which provides you with a step-by-step process that will help you win the sales-rep recruiting race!

Click here to register!

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300

 

What Do Sales Reps Fear the Most?

By Jeff Beals

Which part of the sales process is most difficult for you?  Which part intimidates you?

Hubspot.com set out to determine which part of the sales process causes reps to struggle the most, and the survey results were quite interesting:

Prospecting 42%

Closing 36%

Qualifying 22%

That is the exact order I would have predicted before I even read the study.  The only thing that surprised me was that prospecting didn’t have an even higher percentage.

When speaking to sales reps, I sometimes like to conduct an unscientific survey of the audience.  With a show of hands, I ask them which part of the process is their least favorite.  “Prospecting,” usually gets 60 to 70 percent of the votes.

Why is prospecting more intimidating and less enjoyed than other parts of the sales process?

Well, to start, let’s look at the definition of prospecting:

“Prospecting is the art of interrupting someone when they don’t expect to hear from you in order to provide them with something they need that they might not yet know.”

The key word in that definition of “interrupting.”  Most people are uncomfortable interrupting someone especially when it’s a stranger who is not expecting to hear from you.

And we know that when you interrupt someone, you are risking rejection, one of humanity’s biggest phobias.  If you research, “top 10 phobias,” the fear of rejection pops up frequently.

Most people HATE being rejected.  As social beings, the avoidance of rejection is a powerful motivation.  It’s hard-wired into our DNA.  It’s a matter of survival, because people need other people to survive. That was especially important in prehistoric times when primitive humans banded together to raise food and protect themselves from external threats.  If you didn’t fit into the tribe, you were left on your own to fend off predators.

Even though we have evolved into sophisticated beings with technology at our fingertips and complicated social structures to protect us, it’s hard to shake our ancient traits.  While a fear of rejection helped us to survive 5,000 years ago, it can hinder us in today’s competitive business environment.

How can you overcome your natural predilection to avoid rejection at all costs and push forward as an effective prospector?

Envision success – Like an athlete preparing for a big game, you have a higher likelihood of succeeding if you picture yourself doing well in advance.

Keep it in perspective – It’s not the end of the world when you get rejected.  It may have meant life and death in primeval times, but in the 21st century, it’s just a speed bump.  You will live to fight another battle.

Externalize it – For most of us, it’s normal to take rejection personally, which means we internalize it.  Try to see the rejection as something outside of you, external to your life and your personality.  A sales rejection is NOT an indictment of your personality.

No self-fulfilling prophecies – Avoid a defeatist attitude.  To avoid being disappointed, some sales practitioners start to assume the prospect won’t pan out before even contacting him.  That can lead to a self-fulfilling prophecy, meaning you’ve lost before you even begin.

Build a big list – Make sure you have a large number of leads in your pipeline, so you’re not too dependent on any one lead or prospect.  Rejection hurts more when you don’t have any other prospects to take the rejector’s place.  Plus, too few leads make you desperate.

The right kind of leads – Study who you have been targeting in the past.  Is it really the right group of people?  Should you be targeting a different prospect profile?

Have a plan – Those sales reps who have a well-developed personal plan for prospecting tend to fear rejection less.  A good plan means you have a dedicated prospecting time and a step-by-step system you follow when engaging new cold prospects.

Persistence – Because most prospects are so busy, it is now taking about 9 attempts to get a cold prospect to return your call or email.  However, most sales reps give up after 2.5 attempts.  If you give up too soon, your pipeline will be too skinny, which makes you too dependent on too few leads.

Jeff Beals shows you how to find better prospects, close more deals and capture greater market share.  Jeff is an international award-winning author, sought-after keynote speaker, and accomplished sales consultant.  He has spoken in 5 countries and 41 states.  A frequent media guest, Jeff has been featured in Investor’s Business Daily, USA Today, Men’s Health, Chicago Tribune and The New York Times.”

Here’s Why Should You Choose Jeff Beals as Your Next Speaker:

“Jeff Beals has presented four different topics at five of our internal events this year. At each event, the audience of commercial real estate principals and agents was completely engaged and motivated the entire time. Jeff facilitates his training sessions in such a way that each member of the audience was able to relate and understand how to apply it every day in the field. Jeff is brilliant, and we have hired him to continue speaking at our events next year!” – Lindsay Fierro, Senior Vice President, NAI Global, New York, NY

“Jeff Beals is a consummate pro. With short notice, he put together an engaging, fun, sales-focused presentation full of specifics – just what our exec team needed. We’ll ask him back for annual company retreat again next year.” – John Baylor, President, On to College, Lincoln, NE

“You brought great value to our event. The workshop was a huge experience for our attendees by giving them the opportunity to improve their work in the critical environment in which we are living today. Your talent as a speaker and your qualities as a person made the difference during your time with us. I would certainly recommend you to anyone who asks.” – Ana Paula Costa, Educational Planner, Febracorp, Sao Paulo, Brazil

(402) 637-9300