{"id":7040,"date":"2016-07-19T12:17:44","date_gmt":"2016-07-19T12:17:44","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/4-reasons-top-salespeople-arent-in-your-recruitment-process\/"},"modified":"2022-02-24T13:33:01","modified_gmt":"2022-02-24T13:33:01","slug":"4-reasons-top-sales-recruitment-process","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/4-reasons-top-sales-recruitment-process\/","title":{"rendered":"4 Reasons Top Salespeople Aren&#8217;t in Your Recruitment Process"},"content":{"rendered":"<h2><img decoding=\"async\" class=\"alignnone wp-image-7207 size-full\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all\" alt=\"\" width=\"848\" height=\"565\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all 848w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1-300x200.jpg?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1-250x167.jpg?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1-300x200@2x.jpg?strip=all 600w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1-250x167@2x.jpg?strip=all 500w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all&amp;w=84 84w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all&amp;w=169 169w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all&amp;w=424 424w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all&amp;w=678 678w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-1.jpg?strip=all&amp;w=763 763w\" sizes=\"(max-width: 848px) 100vw, 848px\" \/><br \/>\n<noscript><img alt=\"Stop Loosing Your Best Sales Candidates\" class=\"aligncenter wp-image-14169\" decoding=\"async\" fetchpriority=\"high\" height=\"400\" sizes=\"(max-width: 600px) 100vw, 600px\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates.jpg?strip=all\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates.jpg?strip=all 848w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1_Stop-Loosing-Your-Best-Sales-Candidates-300x200.jpg 300w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-768x512.jpg 768w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-750x500.jpg 750w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Stop-Loosing-Your-Best-Sales-Candidates-500x333.jpg 500w\" width=\"600\"\/><\/noscript><\/h2>\n<h2><span style=\"font-size: 14pt;\"><em><strong>To mitigate the risk of losing your best sales candidates, stop treating passive candidates as active job seekers, start valuing the candidate, maintain a strong corporate reputation, and offer market leading compensation packages.<\/strong><\/em><\/span><\/h2>\n<p><span style=\"font-weight: 400;\">Every organization that is committed to achieving aggressive growth targets requires talent that consistently achieves their sales targets and drive profitable revenue. Unfortunately for employers these salespeople only constitute between 15-20% of the total sales population, which has steeply driven competition up for their services. As a result, the requirement for employers to ensure their hiring and recruitment practices and processes meet or exceed the expectations of these stand-out candidates has been heightened. It has also increased the likelihood that these candidates either do not enter or back out the process when an employer fails to meet the their expectations.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">In this article we dive into the latter by listing and analyzing the top reasons why employers fail to meet candidate\u2019s expectations during the recruitment process and what\u2019s causing these elite sellers to drop out of it. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">By understanding these factors, sales, HR, and business leaders alike can fine tune their recruitment process and strengthen their ability to recruit the most elite salespeople.<\/span><\/p>\n<h2><strong>1. You Treat Passive Candidates as Active Job Seekers <\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Active candidates make up less than <\/span><a href=\"http:\/\/www.digitaltalentgroup.com\/active-vs-passive-candidate.html\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">20% of the workforce<\/span><\/a><span style=\"font-weight: 400;\"> and are taking tangible steps toward getting another job. They post their resumes online, look at job advertisements, reach out to recruiters, and will do whatever it takes to meet a potential employer\u2019s hiring demands. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Alternatively, passive candidates are not focused on spending their time perusing the job market. They\u2019re performing well in their current roles and are too busy focusing on how they can exceed their sales targets than to be browsing online job listings or reaching out to recruiters. Hiring managers set their recruitment efforts up for failure when they neglect to differentiate between the recruitment expectations of passive and active candidates, and do not tailor their hiring process accordingly.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Expecting passive candidates to articulate why they would be a great fit for the company during introductory phone calls, for example, and requiring them to enter a difficult and time-consuming application processes is one of the most common ways employers fail to tailor their recruitment process to meet the expectations of passive sales candidates. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">Top talent won\u2019t take the time to copy and paste their credentials into a cumbersome application and craft a new cover letter that articulates why they should be considered for a position, nor will they devote time to taking calls from front-line recruiters who don\u2019t clearly articulate how their company will advance their career. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">There are two changes organizations can make to increase the likelihood that passive candidates enter into and continue through the recruitment process:<\/span><\/p>\n<p><span style=\"font-weight: 400;\">First, employers need to <\/span><i><span style=\"font-weight: 400;\">sell<\/span><\/i><span style=\"font-weight: 400;\"> the opportunity to passive candidates. Changing jobs is a gamble for anyone, especially for salespeople who consistently meet their stretch targets. Employers can ramp up a candidate\u2019s interest in the opportunity by emphasizing how the candidate will advance their career in both the short and long term.<\/span><\/p>\n<p><strong>Short-term benefits:<\/strong><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Increased base and on-target compensation (in the range of 25-30%); <\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Working for a market leader or a high-growth success story<\/span><\/li>\n<\/ul>\n<p><strong>Long-term benefits:<\/strong><\/p>\n<ul>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Clear path to for them grow earnings by acquiring larger accounts and territories;<\/span><\/li>\n<li style=\"font-weight: 400;\"><span style=\"font-weight: 400;\">Ability to climb the corporate ladder<\/span><\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-7209 size-full\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1.png?strip=all\" alt=\"\" width=\"600\" height=\"400\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1-300x200@2x.png?strip=all 600w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1-300x200.png?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1-250x167.png?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1-250x167@2x.png?strip=all 500w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1.png?strip=all&amp;w=60 60w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1.png?strip=all&amp;w=120 120w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1.png?strip=all&amp;w=180 180w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1.png?strip=all&amp;w=360 360w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-1.png?strip=all&amp;w=420 420w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><br \/>\n<noscript><img alt=\"Top Ways Employers Can Sell Their Job Opportunity\" class=\"aligncenter size-full wp-image-14170\" decoding=\"async\" height=\"400\" sizes=\"(max-width: 600px) 100vw, 600px\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity.png?strip=all\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Top-Ways-Employers-Can-Sell-Their-Job-Opportunity.png?strip=all 600w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1_Top-Ways-Employers-Can-Sell-Their-Job-Opportunity-300x200.png 300w\" width=\"600\"\/><\/noscript><\/p>\n<p><span style=\"font-weight: 400;\">Second, hiring managers need to recognize how valuable each rep\u2019s time and energy is in each stage of the process. One of the most effective ways employers can demonstrate this is by only requiring a resume from the candidate. Employers can take it one step further by making initial conversations with candidates short and hone in on how the candidate will advance their career by joining your company. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">When it comes to passive job candidates, the onus is on the employer to make the process easy while appealing to the needs of salespeople who are happily and gainfully employed.<\/span><\/p>\n<h2><strong>2. You\u2019re Not Valuing the Candidate<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">When salespeople think that hiring managers don\u2019t value them as candidates, they won\u2019t move forward with the company. There are several ways employers send this message without meaning too. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">First, outstanding salespeople, or \u2018A\u2019 players know that they are highly coveted because they go above and beyond for their employer. Therefore they expect the same from prospective employers, and it begins with employers being transparent and setting clear expectations about the opportunity and hiring process from the first conversation. There needs to be a cadence to communication\u00a0that keeps candidates engaged with the organization, and that is open and honest about next steps. \u00a0<\/span><\/p>\n<blockquote><p>There needs to be a cadence to communication\u00a0that keeps candidates engaged with the organization, and that is open and honest about next steps.<\/p><\/blockquote>\n<p><span style=\"font-weight: 400;\">A common mistake made by employers happens when they do not outline to candidates the number of steps involved in their hiring process, and clear expectations for the timelines around each step isn\u2019t proactively communicated. A lack of clarity on the specifics \u2014\u00a0 the number of interviews and the expected hiring date \u2014 can leave sales candidates frustrated. This mistake is worsened when employers miss agreed upon dates and don\u2019t invest the time to inform candidates that there will be changes to hiring timelines.<\/span><\/p>\n<p><span style=\"font-weight: 400;\">Although missed dates are understandable, a lack of communications between the employer and candidates greatly increases the likelihood that the candidate may explore other opportunities. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">To give your best candidates the impression that you value their time, always detail the timeline for each stage of interview process, including the anticipated response times, expected offer and start dates. Even if hiring managers don\u2019t have an answer, they should reach out and let candidates know they\u2019re working on it. In other words, when in doubt, reach out. Keeping talent engaged and aware of each step in the recruiting process sets a strong foundation for an effective hiring process. <\/span><\/p>\n<h2><strong>3. Candidates Find Out Your Company Has a Poor Reputation<\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Top salespeople want to work for high-performing companies that exhibit a record of excellence, have aggressive growth goals, are creating disruptive solutions, and have a members of their sales team who are hitting their quota and earning well above industry average. <\/span><\/p>\n<p><span style=\"font-weight: 400;\">When a company has a poor reputation within their industry, they\u2019re not only going to lose out on the \u2018A\u2019 player candidates, but research from <\/span><a href=\"https:\/\/hbr.org\/2016\/03\/a-bad-reputation-costs-company-at-least-10-more-per-hire\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">Harvard Business Review<\/span><\/a><span style=\"font-weight: 400;\">, for example, suggests that these companies will need to pay candidates 10% more than than their counterparts to entice them to join their organization. <\/span><\/p>\n<p>To mitigate the risk of losing your best candidates, here are four red flags salespeople watch for when assessing the reputation of prospective employers:<\/p>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li><strong>Bad Interview Practices:\u00a0<\/strong><span style=\"font-weight: 400;\">When hiring managers don\u2019t hold themselves to <\/span><a href=\"\/poor-hiring-impact-on-sales-team-morale\/\"><span style=\"font-weight: 400;\">high standards<\/span><\/a><span style=\"font-weight: 400;\"> and embody the best business practices, it reflects on the reputation of the company. Common mistakes such as appearing to be complacent during the interview process, interrupting candidates during conversations, or forgetting interview dates and times can reflect a lack of professionalism in the company.<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li><strong>A Lack of Prestige:\u00a0<\/strong><span style=\"font-weight: 400;\">When employers fail to gain the respect of competitors\u2019 and partners in the industry, top salesperson know. Not only do most prospective employees read online reviews for a company, they benefit from large and deeply connected networks. Before accepting an offer, the best salespeople talk to contacts in the industry about the reputation of an organization, their management, corporate and sales culture, and the quality of the product and service offering.\u00a0<\/span><span style=\"font-weight: 400;\">In particular, salespeople want to believe in what they\u2019re selling. A product or service that is well-received in the marketplace gains the respect of top talent. Throughout the recruiting process, employers need to emphasize the viability of their offering and the extent to which corporate leaders support the sales team to meet their targets today, and well into the future.<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li><strong>No Record of Success:\u00a0<\/strong><span style=\"font-weight: 400;\">Experienced salespeople want to work on a sales team that has a reputation for surpassing sales quotas and earning large commission checks. Top sellers ask prospective employers questions that gauge the record of the sales organization to determine if the role will provide them the ability to realize a significant upside in earnings. If a sales department has not succeeded at meeting quotas thus far or is brand new, hiring stakeholders need to strategize a <\/span><a href=\"\/peak-10-point-checklist-for-hitting-the-year-end-target\/\"><span style=\"font-weight: 400;\">new approach<\/span><\/a><span style=\"font-weight: 400;\">. <\/span><span style=\"font-weight: 400;\">When do not meet the designation of being \u2018<\/span><a href=\"\/common-denominators-of-good-sales-organizations\/\"><span style=\"font-weight: 400;\">high-performance<\/span><\/a><span style=\"font-weight: 400;\">\u2019, they need to make a different sell to candidates. Hiring managers should describe the organization as taking a new direction and revamping the infrastructure, sales culture, and processes to support top talent. They need to provide specific examples of how a company is implementing changes, and emphasize the extent to which a new hire can take a leadership role and have a material impact on the organization.<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<ul>\n<li style=\"list-style-type: none;\">\n<ul>\n<li><strong>High Turnover:\u00a0<\/strong><span style=\"font-weight: 400;\">Salespeople who continually meet or exceed their sales goals won\u2019t give up the stability of their role for an organization that won\u2019t serve their long-term interests. A reputation for high turnover in the sales department reflects either a poor hiring and selection process, an unsupportive sales culture, bad management and corporate leadership, poor offerings, or all of the above. In this case, HR, sales, and other corporate leaders need to dig deep, diagnose the cause, and apply a prescription. \u00a0\u00a0<\/span><\/li>\n<\/ul>\n<\/li>\n<\/ul>\n<p><img decoding=\"async\" class=\"alignnone wp-image-7210 size-full\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1.png?strip=all\" alt=\"\" width=\"600\" height=\"400\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1-300x200@2x.png?strip=all 600w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1-300x200.png?strip=all 300w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1-250x167.png?strip=all 250w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1-250x167@2x.png?strip=all 500w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1.png?strip=all&amp;w=60 60w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1.png?strip=all&amp;w=120 120w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1.png?strip=all&amp;w=180 180w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1.png?strip=all&amp;w=360 360w, https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales-1.png?strip=all&amp;w=420 420w\" sizes=\"(max-width: 600px) 100vw, 600px\" \/><br \/>\n<noscript><img alt=\"Turnover in Sales\" class=\"aligncenter size-full wp-image-14172\" decoding=\"async\" height=\"400\" sizes=\"(max-width: 600px) 100vw, 600px\" src=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales.png?strip=all\" srcset=\"https:\/\/media.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/Turnover-in-Sales.png?strip=all 600w, https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1_Turnover-in-Sales-300x200.png 300w\" width=\"600\"\/><\/noscript><\/p>\n<p><span style=\"font-weight: 400;\">An organization\u2019s inability to retain talent means that they don\u2019t have the same leverage as industry leaders in acquiring top talent. Employers who suffer from a history of high turnover benefit from emphasizing new onboarding and professional development efforts when speaking with candidates. Moreover, by addressing\u00a0long-term problems that diminish a company\u2019s employer brand reputation and offering compensation packages that are above-market,\u00a0corporate leaders will\u00a0establish a new precedent that future candidates will find enticing.\u00a0<\/span><\/p>\n<h2><strong> 4. You Offer Low Compensation Packages <\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">Hiring managers benefit from recognizing compensation as the number one tool to attract the best salespeople in their space. In fact, a survey from <\/span><a href=\"http:\/\/www.payscale.com\/compensation-today\/2015\/05\/yes-people-really-do-quit-jobs-for-more-money\" target=\"_blank\" rel=\"noopener\"><span style=\"font-weight: 400;\">PayScale<\/span><\/a><span style=\"font-weight: 400;\"> found that higher compensation is one of the top two reasons why employees choose to leave their jobs. Again, offering above-market compensation that aligns with the prestige and the record of the candidate, and sets them up to earn 25-30% more than they currently earn, can make or break recruiting efforts. <\/span><\/p>\n<p>When recruiters and hiring managers offer compensation packages that are low or below-market, top candidates will back out of the recruitment process. Top talent\u00a0won\u2019t settle for pay that doesn\u2019t allow them to meet their financial objectives, regardless of the opportunity.And when successful salespeople change employers, they\u2019re assuming a significant amount of financial risk. So when employers don\u2019t incentivize a transition and demonstrate how they mitigate that risk, they should expect the best of the best to exit the recruitment process.<\/p>\n<p><span style=\"font-weight: 400;\">Employers with lengthy, complex sales cycles with a long new-hire ramp-up time also need to consider implementing a draw to mitigate the <\/span><span style=\"font-weight: 400;\">perceived income risk<\/span><span style=\"font-weight: 400;\"> for new salespeople while they develop their pipeline. A draw can tip the scales for sales candidates by bridging their income. We recommend that hiring managers negotiate recoverable draws are less than 50% of the variable component of their commission plan.<\/span><\/p>\n<h2><strong>Don\u2019t Miss out on the Best Candidates\u2026 <\/strong><\/h2>\n<p><span style=\"font-weight: 400;\">To successfully mitigate the risk of losing top salespeople during the recruitment process, employers need to ensure they demonstrate respect to candidates, offer transparency, highlight the company\u2019s successes, and provide compensation packages that appeal to these candidate\u2019s thirst to earn more than their peers. <\/span><\/p>\n<p>relpost-thumb-wrapper<\/p>\n<div class=\"relpost-thumb-wrapper\"><!-- filter-class --><\/p>\n<div class=\"relpost-thumb-container\">\n<h3>Related posts<\/h3>\n<div style=\"clear: both;\"><\/div>\n<div style=\"clear: both;\"><\/div>\n<p><!-- relpost-block-container --><\/p>\n<div class=\"relpost-block-container\">\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2016\/02\/San-Jose-Sales-Recruiting-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-label=\"San Jose Sales Recruiting\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">San Jose&#8217;s Sales Hiring Landscape<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2023\/07\/Source-04-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-hidden=\"true\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">States With the Best &amp; Worst Job Markets as Economy Strengthens<\/div>\n<\/div>\n<div class=\"relpost-custom-block-single\" style=\"width: 150px; height: 215px;\">\n<div class=\"relpost-block-single-image\" style=\"background: transparent url('https:\/\/g9d6c5a5.rocketcdn.me\/wp-content\/uploads\/2015\/05\/Optimized-EC6E59SNBS-150x150.jpg') no-repeat scroll 0% 0%; width: 150px; height: 150px;\" role=\"img\" aria-hidden=\"true\"><\/div>\n<div class=\"relpost-block-single-text\" style=\"font-family: ProximaNova, sans-serif; ;  font-size: 15px; color: #6eba57;\">VP Sales &#8211; The #1 Mis-Hire + 5 Things A Great VP Sales Does<\/div>\n<\/div>\n<\/div>\n<p><!-- close relpost-block-container --><\/p>\n<div style=\"clear: both;\"><\/div>\n<\/div>\n<p><!-- close filter class --><\/p>\n<\/div>\n<p>close relpost-thumb-wrapper<\/p>\n<div class=\"abh_box abh_box_down abh_box_business\">\n<ul class=\"abh_tabs\">\n<li class=\"abh_about abh_active\"><a href=\"#abh_about\">About<\/a><\/li>\n<li class=\"abh_posts\"><a href=\"#abh_posts\">Latest Posts<\/a><\/li>\n<\/ul>\n<div class=\"abh_tab_content\">\n<section class=\"vcard abh_about_tab abh_tab\" style=\"display: block;\">\n<div class=\"abh_image\"><a class=\"url\" title=\"Eliot Burdett\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"data:;base64,<svg xmlns='http:\/\/www.w3.org\/2000\/svg' viewBox='0 0 80 80'><\/svg>&#8221; alt=&#8221;&#8221; width=&#8221;80&#8243; height=&#8221;80&#8243; data-src=&#8221;https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png&#8221; data-srcset=&#8221;https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x&#8221; \/><noscript><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" width=\"80\"\/><\/noscript><\/a><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size: 12px; font-weight: normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<\/div>\n<div class=\"abh_text\">\n<h3 class=\"fn name\"><a class=\"url\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">Eliot Burdett<\/a><\/h3>\n<div class=\"abh_job\"><span class=\"title\">CEO<\/span> at <span class=\"org\">Peak Sales Recruiting<\/span><\/div>\n<div class=\"description note abh_description\">Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.<\/p>\n<p>He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.<\/p>\n<\/div>\n<\/div>\n<\/section>\n<section class=\"abh_posts_tab abh_tab\">\n<div class=\"abh_image\"><a class=\"url\" title=\"Eliot Burdett\" href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\"><img decoding=\"async\" class=\"avatar avatar-80 photo\" src=\"data:;base64,<svg xmlns='http:\/\/www.w3.org\/2000\/svg' viewBox='0 0 80 80'><\/svg>&#8221; alt=&#8221;&#8221; width=&#8221;80&#8243; height=&#8221;80&#8243; data-src=&#8221;https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png&#8221; data-srcset=&#8221;https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x&#8221; \/><noscript><img decoding=\"async\" alt=\"\" class=\"avatar avatar-80 photo\" height=\"80\" src=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s80ampdmmamprg.png\" srcset=\"https:\/\/www.peaksalesrecruiting.com\/wp-content\/uploads\/2024\/02\/1cfb2152f763e6118839d97c16339339s160ampdmmamprg.png 2x\" width=\"80\"\/><\/noscript><\/a><\/div>\n<div class=\"abh_social\">\n<div style=\"clear: both; font-size: 12px; font-weight: normal; width: 85px; margin: 0 0 2px auto; line-height: 20px;\">Connect:<\/div>\n<\/div>\n<div class=\"abh_text\">\n<h4>Latest posts by Eliot Burdett <span class=\"abh_allposts\">(<a href=\"https:\/\/www.peaksalesrecruiting.com\/author\/eliotburdett\/\">see all<\/a>)<\/span><\/h4>\n<div class=\"abh_description note\">\n<ul>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/books-about-sales-management-and-sales-leadership\/\">20 Of Our Favorite Books About Sales Management and Sales Leadership<\/a> &#8211; October 20, 2023<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-to-make-progress-on-your-sales-goal-without-a-sales-leader\/\">How To Make Progress On Your Sales Goal Without A Sales Leader<\/a> &#8211; September 15, 2021<\/li>\n<li><a href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/how-cmos-can-retain-talent-during-the-great-resignation\/\">Augment Your Recruiting Strategy During \u201cThe Great Resignation\u201d<\/a> &#8211; July 26, 2021<\/li>\n<\/ul>\n<\/div>\n<\/div>\n<\/section>\n<\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"<p>To mitigate the risk of losing your best sales candidates, stop treating passive candidates as active job seekers, start valuing the candidate, maintain a strong corporate reputation, and offer market leading compensation packages. Every organization that is committed to achieving aggressive growth targets requires talent that consistently achieves their sales targets and drive profitable revenue.<\/p>\n<div><a class=\"text-primary mt-2\" href=\"https:\/\/www.peaksalesrecruiting.com\/blog\/4-reasons-top-sales-recruitment-process\/\">&#8230;continue reading <span class=\"sr-only\">&#8220;4 Reasons Top Salespeople Aren&#8217;t in Your Recruitment Process&#8221;<\/span><\/a><\/div>\n","protected":false},"author":10,"featured_media":0,"comment_status":"open","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"limit_modified_date":"","last_modified_date":"","cybocfi_hide_featured_image":"","footnotes":""},"categories":[14],"tags":[],"class_list":["post-7040","post","type-post","status-publish","format-standard","hentry","category-sales-hiring-recruiting"],"acf":[],"_links":{"self":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/7040"}],"collection":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/users\/10"}],"replies":[{"embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/comments?post=7040"}],"version-history":[{"count":0,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/posts\/7040\/revisions"}],"wp:attachment":[{"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/media?parent=7040"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/categories?post=7040"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/www.peaksalesrecruiting.com\/wp-json\/\/wp\/v2\/tags?post=7040"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}