Behind every successful organization is a team of dedicated professionals who possess the perfect blend of personal and professional qualities. And it’s especially so for service companies, like lead generation agencies.
Building such a team is no easy task, however. This is why agencies need to create and implement a strategic hiring process to find, attract, and then retain top sales talent.
Whether you’re a well-established agency planning to scale or a newbie founder looking to build your team from scratch, this article will guide you toward attracting and retaining the sales dream team your agency deserves.
4 things agency owners should know before hiring SDRs
As the job market gets more complex, so does hiring top talents, regardless of the industry or position. Yet sales agent jobs are a whole new ballgame due to the intricate nature of the role.
So before embarking on a sales hiring journey, agency owners should take a step back and consider the numerous factors that can affect recruitment. Being fully prepared will help align your sales agent job descriptions with the reality of today’s world from the candidates’ perspective.
Here are 4 important things for agencies to keep in mind before hiring their future sales superstars.
- External factors
Diving into the hiring process unaware of the realities of the modern macroeconomic climate is a huge mistake. The inevitable great recession is breathing down our necks, both as organizations and individuals. And as the general business landscape gets more complex with unprecedented job-hopping and economic uncertainty, agency hiring must evolve just to keep up.
At the same time, such external factors mean that the top sales candidates are prioritizing financial stability more than ever. So make sure to mention in your job descriptions exactly how your agency can provide that security, e.g., through lengthy contracts, growing salaries, etc.
Speaking of salaries, they’re definitely something you shouldn’t stint on, but it gets even trickier. According to Iurii Znak, CEO of Respect.Studio, “Overly generous bonuses can deter salespeople from seeking new deals once they’ve accumulated significant commissions. Conversely, meager commissions can make talent retention challenging.”
At the same time, Belkins‘ Head of Recruiting Iryna Gazhala points out that since most agencies source sales agents globally, it’s crucial to learn and follow the unique salary structures of each country and state. For instance, some states have a legal requirement to mention the exact salary range on job descriptions, and this cannot be overlooked.
- Geographical nuances
As agencies usually hire sales reps from all over the world, the idea of a set-in-stone job description and benefit package for all is no longer feasible.
Moreover, there’s another significant aspect of global hiring — cultural nuances that may influence the hiring process. Iryna Gazhala recalls, “In Europe, the faster-paced hiring process reflects the efficiency and expectations ingrained in the culture. On the other hand, in regions like the USA and Canada, a more thoughtful and deliberate decision-making process is common. It’s important to acknowledge and respect these differences, as they are pivotal in ensuring a successful recruitment journey for candidates worldwide.”
In other words, agency recruiters have to understand and appreciate these dynamics, finding tailored ways to appeal to SDRs from different parts of the globe.
- Remote/hybrid workplace
Millions of organizations from all over the world have transitioned to remote and hybrid work environments over the last couple of years, and sales agencies are no exception. While this gives agencies the unique opportunity to expand their recruitment globally, it comes with the extra responsibility of sufficiently equipping candidates.
Tim Cakir, CEO of TaskDrive raises this point: “The transition to a remote work setup has underscored the importance of providing our sales professionals with the tools they need to thrive. Staying connected and equipped with the latest technology is crucial. Our commitment to ensuring access to cutting-edge tools has enhanced productivity and contributed to more vital unity among team members, despite physical distances.”