Attracting vs Describing Sales Talent

Hey everyone, welcome back the Sales Recruit— Let’s jump into it.

This Week’s Task: Get your Job Descriptions and Hiring Ads in order

It’s no secret that the best sales candidates usually come from our employees’ expanded networks and/or from talent acquisition professionals proactively sourcing candidates who may not have been searching for jobs in the first place. That’s because the vast majority of great salespeople are gainfully employed, making lots of money selling stuff… they’re not idly browsing Indeed. However, once we make contact with a strong potential candidate, they’re generally going to want to see a Job Description or our Hiring Ad. Do you know which to send and why?

We’ll talk in a future issue about sourcing, but for today, we’re going to talk about how we describe the sales roles we’re trying to fill— what should go in to the JD, and what should go in to the ad.

Let’s start with a common mistake: Many teams mistake their Job Description for a Want Ad, or vice-versa.

Our Job Description should effectively be an up front agreement between the new hire and the company that lays out what they’ll be expected to do, how they’ll be expected to do it, what they’ll need to be successful, and so on. This serves as both reference and a point of accountability for both parties when ramping up the new sales hire… but it is hardly the most enticing way to get someone interested in the role.

That’s the Want Ad’s job.

The Want Ad should usually be written in the second-person voice, directly addressing the candidate. They should feel like we’re describing both them as a person and a role they could envision themselves thriving in and enjoying. It should be emotionally stimulating, getting them excited to join the team or even envious of those who already have.

This is what you want to be sending that impossible to reach sales super star you’re eager to poach away from the competition. Save the Job Description for down the line when we’re honing in on an offer.

Want an example Job Description or Want Ad to get inspiration from? Just reply to this note and I’ll send whichever you need.

Be well in the meantime, and good hunting!

Chris

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