Most Effective Sales Recruiting Trends in 2018

Published on Mar 27, 2018

Sales recruiting is a crucial part of the sales process, and keeping up with the newest 

trends is the best way to ensure that you’re hiring the best sales talent. 

Technology is at the forefront of the sales revolution, and sales teams are taking advantage of access to data and robust analytics tools. Along with new technologies, there are some other important trends that are already in place and that will continue to develop over the year to come. Here are some of the main trends to incorporate into your current sales strategy.

Artificial Intelligence

AI can help hiring managers ensure they are giving every candidate a fair shot by gathering data that reflects a candidate’s ability to respond to specific questions and tasks. It’s a great way to save a lot of time and money for entry-level hires as well as create a qualified and more diverse workforce. AI makes this possible by using digital processes to do basic tasks such as collecting resumes, arranging interviews, etc.

Prioritize Talent Management

HR professionals tend to think of hiring as a longer, ongoing process. This year, however, there has been a shift toward making talent management a continuous and urgent priority. HR personnel can help make this shift by promoting talented sales people to executive roles or giving teams with high potential more responsibility. Anything they can do to highlight how important talent management is to the company will be very helpful in the long run.

Structured Interviews

Interviews can be difficult because companies often don’t have an established process for conducting them. The more structured, and the faster, they are, the most effective they will be. Your interviewers should have a ready-to-go script for getting right to the most important information that leads to hiring the best candidates. These should be questions that have proven effective for exposing the exact kind of skills, knowledge and background you’re looking for.

Retained Search Firms

Instead of hiring contingent search firms when they need to do a big hire, many companies are opting for a retained search firm that is always available for their hiring needs throughout the year. This has many benefits, including working with a firm that has an ongoing database of materials about your company, your hiring record, your success with previous hires and more. Plus they are available as needed — so when you have a need to hire, they can hit the ground running.

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