Recruit Key Sales People Before The Rush
A number of indicators in the economy are pointing in a positive direction. Many businesses are beginning to shake off the ice and snow of winter as well as the much longer lasting freeze of the recession. Depending on your industry, your geographical location, or other factors, your business may also be feeling the thaw.
Most businesses have made significant cuts in spending, delayed expansion or growth plans, or found other ways to ensure their survival during this difficult period, and they are very slow to start investing and spending again until they have a clearer view of the future. Maybe your company or business unit is following a similar path.
Timing is everything, but Carl J. Taylor & Co. is beginning to see a lot of recruitment of sales directors, managers, and executives. Carl Taylor, President of Carl J. Taylor & Co. says,
"This increase in sales recruiting activity is occurring in small and large organizations, and it is happening across industry lines. The general belief is that these businesses can’t cut anymore expenses, and they can’t completely control the timing of their customers’ buying; however, they believe it is imperative that they are visible in the market and prepared to meet the renewed demand for their products or services."
In some cases, these businesses have been adding sales capability throughout the recession in an effort to ensure that their sales people are completely familiar with the company’s offerings. A Senior VP of Sales at one of Carl J. Taylor & Co.’s clients recently stated,
"We have taken full advantage of this difficult time to hire new people with time to learn our sophisticated products and services and to integrate them into our company and culture. Our new Directors are developing important relationships with our current customers, and they are identifying and contacting a large number of new customer targets."
In other cases, companies are recruiting sales people to increase their visibility in the marketplace, even during this slower time, to make a statement to their current and future customers that they are committed to their business. They are also picking up market share as their competition lays low.
Several companies are upgrading their sales teams because they need the highest quality talent available during the slow time and in the future when competition increases. Other companies have indicated that their new product lines can’t wait; thus, they are recruiting one or more key sales people to take these new activities to market.
Many businesses are addressing key hiring needs, especially in the sales area. They realize that adding the expense of this hire at this time may be a change in direction from the company’s recent policy, but they also know that the right sales executive will cover his/her cost many times over. Furthermore, they believe that they have a better opportunity to find the right person now rather than waiting until the market is completely thawed.
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Carl J. Taylor & Co. is an executive search firm based in Dallas. For over 20 years, the firm has successfully completed challenging search assignments for key sales and other management level positions in Texas and around the country. If you would like more information about this or other executive search related topics, please call Carl Taylor at 972 490-7697 or email him at ctaylor@carltaylorco.com.