5 Ways Sales Teams Can Thrive During Challenging Times

As we’re all rapidly discovering, there’s nothing like a global pandemic to shift the way the world does business. The spread of the coronavirus has forced companies at all levels to implement changes they may not have wanted, and few were prepared to take on – at least on this kind of scale. Many organizations are scrambling to cope.

But amid the concerns and trepidations, new opportunities are arising. While some organizations are panicking and scaling back on budgets and staff, others are finding their services to be in greater demand, and their pipelines more robust than ever. The difference, in large part, comes down to sales leadership.

In a recent report on preparing for coronavirus-related disruptions, Gartner, Inc. suggested, “How CSOs lead now will set the tone and pace for a powerful and career-making experience for everyone in the sales function.”

As a leader responsible for the prosperity of your sales team, what can you do to ensure your organization’s success in this time of crisis?

Taking Action Right Now

1. Don’t Panic – This is always first and foremost, no matter what the circumstances are. The crisis won’t last forever. History is full of major economic turmoil and each time, the crisis has eventually passed. In its wake are stronger people and organizations, who emerge with a new perspective, more experience, and better tools to deal with the next eventual crisis.

The more ominous the headlines get, the more important it is to keep calm and remember that your best option is to focus on the things you can control, and let go of the things you can’t.

2. Stay Client-Focused – The heart of sales is helping clients succeed. In uncertain times like these, it’s important to remember that although we may change the way we do business, we shouldn’t forget the why we do it. As you look for opportunities to continue to grow your organization, don’t let your own concerns about your metrics, commissions, and goals cloud your judgment when it comes to how you serve your clients. Clients can sniff this out from miles away, and they’ll be quick to turn their back on it.

Take a moment to assess your clients’ concerns and their planned responses to the pandemic. Most clients are focused on employee and customer safety, and they may be experiencing immediate challenges like operational interruptions and cash flow declines. Reengineer your selling points to frame your solutions around your clients’ most urgent concerns.

3. Go Virtual – As entire countries are locked down under strict quarantine orders, virtual operations are a critical part of keeping business moving forward. While many companies were already starting to favor digital communications over in-person meetings, the current pandemic has pressed the fast-forward button on those plans.

If you haven’t already, move your face-to-face meetings to videoconferencing tools like Skype or Zoom, or stick with basic voice calls if that’s what your clients prefer. Expand the range of instant messengers your team uses, and use them to give your clients and prospects greater accessibility to your reps. Replace live events with creative digital solutions, like webinars, virtual office tours, and live demos using remote access tools or videos showing your product in action.

Moving Forward in the Upcoming Months

4. Reflect and Act – Change is always a good catalyst for reflection on what’s working, what’s not and what’s needed going forward. As sales leaders, we know that the key to improving our win rate – regardless of the current economic climate – is maximizing the effectiveness of our sales force. Once the immediate needs of the moment are addressed, the next step is to look at what that means for our specific organization.

A basic SWOT analysis can be a good place to start, to gain a better understanding of your overall business and how it now fits in the changing environment. From there, a more thorough sales team evaluation can provide a detailed look at your sales force and help you identify the weaknesses and skill gaps that are limiting your sales results. Those insights will allow you to develop an effective action plan for resolving them and ensuring your team’s ongoing success.

This kind of assessment is particularly important now, when the labor pool is about to expand as other companies cut budgets and workforce. Talented sales reps will become available, and savvy sales leaders are preparing themselves to make smart hires that will shore up skill gaps and create a well-rounded sales team.

5. Build Your Go-Forward Plan – When the dust eventually settles and we’re all allowed back out in public, we know that not everything will go back to the way it was before the pandemic hit. Activities like digital meetings and virtual sales training will continue to be used in greater scale after the crisis.

Companies may have been forced to switch to virtual options as a short-term solution, but reports have shown that virtual sales training can double sales reps’ confidence and increase pipeline creation by 23.2%, compared to reps who participated in live classroom training.

Partner with an Expert Team for Long-Term Success

Developing top sales talent is an ongoing need, regardless of the current sales climate. Using comprehensive, science-based sales performance assessments, HireDNA’s experts can help you identify both immediate and long-term opportunities for growth, and uncover skill gaps that may be holding your team back. We partner closely with you to create a high-performance sales culture, with a clear picture of what it will take to improve your people, processes, and systems.

HireDNA was also recently recognized as an emerging leader in corporate training and coaching. Our experts can assist with any questions about building first-in-class, on-demand sales training tailored specifically for remote sales forces.

Secrets To Sell Your Company To Prospective Employees

As the labor market tightens, companies are in search of new recruitment tactics that can attract top sales talent to come work for them. It’s easy to get caught up in what candidates have to offer, but the key to successful hiring lies in making the right offer. That’s because top tier candidates want to hear what makes your company the best place to work. In this post, we’ll teach you key strategies to sell your company to prospective employees so you can attract the best talent to your organization.

At HireDNA, our recruiting experts can help you attract, hire, and retain the perfect candidates for your company. Learn More.

Start By Setting Clear Expectations

Securing jobs is no longer as important for candidates your company is likely looking to hire. Unlike their older counterparts, millennials tend to look at their jobs as a form of advancement in their careers—just another stepping stone. According to a Gallup Report, 87% of Millennials said career growth was an essential factor in their job search. The bottom line? Prospective candidates want to know how they benefit from working for you.

To attract top talent, employers should outline the recruits’ learning journey at the company at the outset of the hiring process. Have an honest conversation on what resources your organization will provide for their learning and development. Talk to them about the nature of their work and the room for growth in the near future.   

Be Transparent

Be transparent about your hiring process. 83% of candidates say their experience would improve if employers gave a timeline of their employee acquisition processes. In a time where companies are competing to secure skilled candidates, being transparent can help retain candidate interest in your offering.

Distinguish Your Company Culture

Your work culture is a reflection of your company’s vision and values. Luckily, it’s also a marketable facet of your business as a workplace. Your company culture should attract candidates that would be an excellent fit for your work environment and repel those who seem unlikely to flourish.

It’s important to establish your culture through channels such as your company website and social platforms. Use social media to give future employees an inside look into what your company represents and create more transparency into how it functions.  

Remember, you’re selling a vision of where your company is and where you’re going. Help candidates see how your company culture will help them thrive. Aligning your company’s goals with your candidate’s goals will attract better talent.  

Revamp Your Employment Brand

Did you know that a poor company reputation can cost you approximately 10% more per hire? Your employee brand tells fresh hires precisely what they’re getting into and could help to strengthen the idea that your company as the ideal workplace for them.

Employment branding isn’t just renewing your company logo or boosting your advertising. Your employment brand needs to be just as strong as your consumer brand, and you won’t find better ambassadors for your company than your employees! Empower your employees to become brand ambassadors, engage them in your business, and inspire a commitment to your company mission.

Manage your employment brand, so it increases the value recruits see in working for you. Address poor reviews on employment sites like Glassdoor, touch up your LinkedIn profiles, and always put your best face forward as an employer.

Personalize Your Hiring Process

Accepting your job offer is an extremely important decision for job candidates. They have much to consider:

  • Will they have to relocate to come work for you?
  • How does your job affect their family?
  • Does it mean they spend less time at home?
  • What if they’re leaving a job? Will your company match any benefits they are giving up?

Candidates may consider refusing your offer because a job with you might render them unable to fulfill personal commitments. Recruiting teams must realize that their candidates have other options. You need to know what you’re up against, and how to make counteroffers that recruits simply can’t ignore. Ask the right questions regarding compensation needs and work closely with candidates to outline a competitive offer that they can’t refuse.

Build A Winning Sales Team

At HireDNA, we offer a range of solutions for businesses looking to hire and retain top talent. Our expert sales recruiters can help you find top talent, assess candidates, evaluate your current talent pool, and more.

Why Choose Us?                

  • Our predictive candidate assessments eliminate 96% of hiring mistakes
  • Businesses hire 50% faster when they work with us
  • We have an 80% success rate for placements across organizations

Ready to hire the best salespeople for your company?

Contact Us

Strategies To Scale A Sales Organization In 2020

It’s imperative to think about expanding your sales organization to meet the demands of the future. The good news is that as long as you put in the resources and implement the right strategies, your business can continue to flourish and keep pace with the market.

With expert sales recruiting, training, and evaluation services, HireDNA can help you build and grow a winning sales team. Contact us.

Strategies To Scale A Sales Organization

Researchers predict that in 2020 customers will be able to handle 85% of all business contact without ever interacting with a humanDigitization, connectivity, and technological advancements have accelerated the pace of life and increased the frequency of changes in prevalent trends, making hi-tech features an integral part of the business ecosystem.

Here are a few ways to increase your digital presence and make use of new technologies to better scale your sales organization in 2020:

Make a Digital Plan

It’s quite common for sales organization to want to go digital, sell online and make use of technology to reach the masses. However, many businesses fail to plan their activities, set targets and research digital markets—and that’s why they fail to have any impact on the digital front. Clearly defined goals, niches, and the potential of each team member must also be taken into account while scaling. Otherwise, taking shots in the dark can backfire.

Research each digital channel, create a plan of attack detailing how you will find and attract your audience, and ensure coordination between teams to keep the tone consistent across all platforms. The best online sales channels nowadays are email (30%), LinkedIn (12%) and Facebook (7%), according to the HubSpot State Of Inbound.

Build An Efficient Sales System

Digital marketing is not the only area where technology comes in handy. Internal structuring and business activities also need leverage to cope with evolving market trends.

It is in the best interest of a sales organization to be well equipped with up to date tools and techniques to stay ahead of the competition. CRMs, cloud infrastructure, and automated systems can reduce your expenses and decrease human error while increasing your efficiency at a larger scale. Moreover, these tools can help record, sort and track data for key sales insights, like an organization’s strengths, weaknesses, and opportunities.

HireDNA offers HubSpot CRM consulting so you can get the most out of your CRM. Learn more.

Train Your Employees

Efficient and productive employees are indispensable for sales teams that want to scale. Training and professional education can enhance the expertise of your sales staff and make them more cohesive as a team.

Using technology for sales training and development can result in 57% more effectiveness. Additionally, companies that train staff have seen 9% faster growth in revenues and this can be further enhanced by reinvesting the profits to scale and expand further. If all of that wasn’t convincing enough, a whitepaper on The Evolution Of Sales Readiness reveals that investing in employee training offers 353% returns on investment.

HireDNA offers an innovative sales training program featuring modern strategies and cutting-edge tools. Learn how we can reduce your training time by 50%. Learn more.

Hire the Right Salespeople

No sales organization scaling strategy would be complete without the mention of recruiting and hiring. Landing top sales talent is critical for any organization’s future success, and competition for this talent is fiercer than ever.

An end-to-end predictive hiring process is essential to attract, assess, select, and retain the right sales talent for your unique sales environment. HireDNA offers predictive candidate assessments with a successful placement rate of 80% along with access to exclusive talent pools to help you make the perfect hires for your growing team. Learn more.

Build A Successful Sales Organization

At HireDNA, we offer a range of solutions and services for businesses looking to scale their sales organizations. Our expert sales recruiters and trainers can help you propel your business to success and accelerate your growth.


8 Qualities Of The Best Sales Representatives

Generating sales is not easy, yet the best sales reps understand the challenges of their job and are always at the top of their game. So, what qualities does a successful sales representative have that makes them a cut above the rest? Let’s take a look at the traits that help distinguish a seasoned salesperson from an average one.

At HireDNA, our rigorous sales recruiting processes can help you locate top talent so you can hire the best salesperson for your needs. Talk to an expert today.

What Are The Traits Of An Effective Salesperson?

Some personality traits have a direct impact on a person’s selling style and ultimately their ability to succeed. Here are eight key qualities of the best sales representatives:

Extensive Product Knowledge

To sell a product, an exceptional salesperson must have in-depth knowledge of it, down to the smallest detail. Closing a deal requires extensive research, confidence, and perfect execution of the sales pitch. Without deep product knowledge, that will be difficult to achieve.

A highly successful salesperson is always prepared with the right information and resources to make a profitable sale. They are aware of any potential criticism their product might receive and know how to pitch its advantages to a possible buyer to make it seem like an excellent purchase.


More than 70% of salespeople are not prepared for meetings. The best sales representatives, however, are dedicated to their job, clients and work schedule. They are always ready to meet or give a demo to a client.  

The best salespeople recognize their mistakes and do not blame others for any shortcomings or failures. Instead, they remedy the flaws and minimize the risk of failure in future sale pitches. Furthermore, they possess a sense of responsibility to follow up with the client and remain vigilant for resulting queries.

Listening Skills

Successful sales reps know that the secret to a successful sale lies in the loyalty of a customer. Therefore, they will strike a connection with the client by addressing their concerns and issues before offering the product. That’s why the best salespeople seldom talk—instead, they are always listening. This helps ensure that they understand a client’s needs and can respond accordingly.

Clients usually have a positive reaction to the empathetic attitude of a salesperson, and they are more open to listening to a sales pitch from them.  

Polite Persistence

It takes 18 calls on average to even connect with a buyer. Anyone who gives up after the first few phone calls can’t possibly be successful in this field.

The best sales reps are persistent in their efforts to get through to a prospective buyer. They are tenacious yet polite and never give up an opportunity to convert a lead into a buyer—or to at least get them into the sales funnel. At the same time, they respect the boundaries of their clients and instead of showing extreme doggedness, they strive to develop a relationship with the potential customers through frequent personalized follow-ups.

HireDNA’s streamlined hiring process can help you get in touch with the best sales representatives that satisfy the talent needs of your organization. Learn more.

Ambition & Will to Sell

Goals motivate the majority of sales representatives, but the most successful among them take it to the next level by creating a plan for their career. The targets they set for themselves may be even more challenging than any professional goals set for them. This determination helps salespeople grow as individuals and as professionals. Achieving personal goals requires patience, resilience, long-term planning and can encourage better sales habits.

Candidates who are committed and possess the will to sell are willing to do whatever it takes to achieve greater sales success. Today, selling is more difficult than ever. Avoid hiring sales people who are unwilling to commit and push beyond their comfort zone to get results.

Coachable & Curious To Learn

An essential quality of a successful salesperson is their curiosity to learn. They educate themselves by reading industry blogs, watching video tutorials, and attending training sessions.

The best reps work on their presentation skills, time management, and other relevant abilities that make a significant impact on their performance. Studies have shown that sales personnel produce 50% higher net sales when they work at companies that offer training activities.

Hiring sales people who are coachable and willing to learn is essential. The best candidates agree that there is always room for improvement. Look for reps who are open to constructive criticism and are always ready to learn.

Whether you would like to train an existing team or need help onboarding as part of the hiring process, HireDNA offers sales training services to help turn your sales team into a high-performance machine. Learn more.


Technology is a crucial part of sales, as the latest developments such as AI, CRMs and automation tools have changed the way sales activities are executed.

Today’s world requires salespeople who can keep up with tech and its contributions to the sector of sales. The best reps know how to use up-and-coming tools to enhance their prospecting and pitch processes.

The Right Sales DNA

Sales DNA is a term used to describe a candidate’s mix of natural and learned skills. Finding candidates with the right sales DNA for your team is crucial. At HireDNA, we offer a predictive sales candidate assessment that goes beyond personality traits to assess 21 core selling competencies possessed by top sales performers. Predictive hiring accounts for much more than credentials or standard interview answers. We go further with comprehensive assessments and analysis to find the right candidate for your organization’s needs.

Learn more about our Predictive Hiring Assessments.

Hire Outstanding Sale Representatives

Highly competent and persuasive sales reps can enhance the effectiveness of any sales and marketing team manifold. They possess unique attributes that set them apart from an average salesperson.

At HireDNA, we bring over 10 years of experience recruiting, hiring, and training the most successful salespeople. Get in touch to learn how we can help you build a winning sales team.

Why Choose Us?              

  • 80% of our searches for sales talent end in a successful hire
  • 92% of our hired candidates reach top half of sales force in 12 months
  • 50% faster onboarding for new hires

Ready to hire the best sales representatives for your company?