How recruiters can attract and keep sales talent

A top-notch sales team is one of the key cogs behind every successful commercial business. Thanks to advances in technology, snagging the best salespeople for your company has changed in recent years enabling recruiters to fish from a much larger pool of talent. Fatima Koning, chief sales officer of Regus parent company IWG, explains what she looks for when recruiting salespeople for the group.


Finding the right sales talent


“As a global company, our approach needs to be adapted to our different markets, and referrals are a key channel for us,” explains Koning. “However, in addition to this we also use career sites, job boards and networking events. We have a brilliant team of people who are focused on approaching people directly through career and network sites.


However, a big disrupter in the new recruiting landscape is that good sales candidates know their worth and will have a say in how (and for how much) they are engaged. “When you work in the business-to-business sector, it can be more challenging to build a reputation as an employer of choice for great talent,” explains Koning. Therefore, the trick is to prove to these candidates that IWG is a worthy company to work for. “We are so lucky with our proposition – once we get people in front of us, we can tell our story and they are hooked,” says Koning.

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