In a scene from Men in Black, Will Smith’s character, Agent J, asks, “Why are we here?” (He is in a meeting room with the head of Men in Black, Agent Zed, along with several other recruits all from various branches of the military.) Agent Zed asks one of the recruits to answer the question. The young recruit stands and declares, “We are the best of the best, SIR!” (link to watch youtube video)
Isn’t that what you should be looking for when recruiting sales and sales management talent? Yesterday, I wrote a post about hirebettersalespeople.com. In the post, I mentioned the book, Who. In that book, Geoff Smart and Randy Street suggest that you create a scorecard to help in the evaluation process. The scorecard is supposed to be used to find that someone who has a 90% chance of doing what only the top 10 salespeople can do. I think that is a stretch and unrealistic.
Now, to be fair to the authors, I believe they do a nice job of explaining that an “A” player for a company in New York is probably different than an “A” player for a different company in Manchester, NH. In other words, not all “A” players need be the same nor are they created the same. But, aside from that, I still have an issue.
If you look at many great “A” players in sales, the arts or in sports, they just didn’t show up that way. Many have been groomed and developed over many years to become that “A” player. The key is to look for the “A” DNA in someone. We know what that DNA is. (Click here to request a sample of the ideal fit candidate analysis)
What I believe makes sense is to look for someone that has a 92% chance of success at helping to contribute to the 96% of your results. Let me explain.
You may or may not have read other articles I’ve written in the past about the 80/20 of the 80/20 and Perry Marshall’s book – The 80/20 of Sales and Marketing. If you follow the method I’ve described (based on Marshall’s book), you arrive at the following in Figure 1:
If you have revenue of $20,000,000 generated by 50 salespeople and then conduct the 80/20 of the 80/20, you discover that $19,200,00 of the 20,000,000 (96%) is generated by 18 of the 50 salespeople (36%). Based on this, I believe that your best recruiting strategy is to find people that look like your top 36% or have the same DNA as that top 36% that are generating 96% of your revenue.
I’m sure the authors of Who would question the wisdom of this. “Why…”, they might ask, “would you settle for salespeople that are less qualified than those that are at least as good as your very best?”
It’s not a matter of settling. It’s a matter of understanding the today’s marketplace and understanding that talent has to be developed.
First… the market place:
There has not been a single prospect or client that I’ve talked to in the last 5 years that has not shared with me the challenge of finding, recruiting, hiring and successfully on-boarding new talent - with the biggest challenge being the “finding.” There are a couple of reasons for that huge challenge:
- Most companies don’t work at it consistently and so they suck at it when it comes time to recruit.
- There isn’t a process/system in place that utilizes filtering processes to attract the right candidates.
- The pool of available candidates is smaller today than it was with the boomer generation.
- Those available in the candidate pool today have a tendency to find jobs other than sales.
- The un-steady economy has kept experienced salespeople from seeking other opportunities for fear of “last in, first out”.
Next… talent development.
As stated above, talent just doesn’t fall off of trees and, unfortunately, everyone in your market is vying for the same “A” talent. If you cannot offer the same compensation as some of your competitors to attract and hire “the best of the best”, then you have to make great selections from the talent that is currently available. In order to do this, you should have a very good understanding of what your talent looks like. Specifically, you should start looking at the 36% of your current talent that is generating 94% of your results and stop looking for and hiring people that look like your bottom 64%.
- Identify the results being generated by the top 36%.
- Identify the activities and behaviors of this top group.
- Identify the following:
- Will to sell
- Sales DNA
- Figure-it-out factor
- Trainability and coachability
- Determine if you have the talent in the management role to:
- Manage performance
- Mentor, grow and develop people
I grew up on a farm where we primarily grew peaches and blueberries. I just visited the old homestead and, though many things have changed, one thing has not changed. In the farm acreage, there are various plots of blueberry plants. Some plots contain plants that are mature enough to be harvested while others have plants that are still being developed and grown to produce. In the nursery plots, there are plants with solid DNA that are being cultivated, fed and cared for so that, at the right time, they can be productive. The same should be done with the talent in your organization.
For further assistance, call us at 513.791.3458 and ask for Alex – our expert at hiringbettersalespeople.com.