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Improve Performance, Provoke Thought, Think Critically.

You are constantly striving to improve.  You are looking for practical tips you can apply to your daily work that will impact your performance.  You are looking for advice from professionals who do the work. You want to engage with professionals who have been in your shoes.

Be the Founder that can clearly articulate the problem your company solves.

Be the Sales Professional that your customers want to work with.

Be the Learning Professional who can deliver your solution in the context of the business.

The Find My Catalyst Podcast is published weekly.  We take listener questions at @catalystsale on twitter or via email.

Topics discussed - Revenue Operations, Customer Success, Goal Setting & Execution, Mindset, Performance, B2B Sales, Sales Training, Product Market Fit, Growth, Hiring, Recruitment, Sales Process, Business Acumen, Startups, Leadership.

Mar 19, 2019

Taking the Cringe Out of Recruiting Sales Pros with Guest Amy Volas

This week Amy Volas, Founder & CEO of Avenue Talent Partners, joins us on the podcast.  The conversation was great.  We covered a wide range of topics including recruiting, sales, recruiting sales professionals, being human, setting expectations, partnering with a recruiter, and executing.

Thank you, Amy, for joining us this week - I really enjoyed the conversation.

Questions Addressed

  • What does Amy love about recruiting?
  • Why should someone (organization or professional) want to work with a recruiter?
  • What are common mistakes companies make when hiring sales professionals?
  • How are recruiting and sales shifting?
  • Why do we make recruiting/sales difficult?
  • What are some of the guideposts Amy uses to evaluate if a relationship is going in the right direction?
  • If I get a call from a recruiter, what should I be thinking about?
  • What can we do if we want to make it easier for a recruiter to contact us?
  • If you are the person trying to move into a new role, how can you elevate yourself, and gain new experience?

Key takeaways

  • Amy loves working with compelling businesses
  • For recruiters that are doing it well, they understand the company, they understand the core business, they can provide feedback.
  • Recruiting is not cheap - you earn your fees "I need to do it better than you can do it yourself" - Amy
  • Know the buyer profile and the buyer journey
  • Common mistakes
    • Looking at this as a vendor/client relationship
    • Some organizations take the approach of needing a butt in a seat
  • Discovery is critical - it is our job to connect the dots
  • Clearly define the thought process and objectives
  • Unfortunately, we live in a world where it is a numbers game, take a pause, be intentional.
  • Be your own best advocate
  • Don't waste your time
  • Hacking is not lasting - What you put in, is what you get out
  • Do the work
  • We don't live in a world of pitching anymore. Pitching does not work.
  • The buyer is more informed - By the time we want to engage, we are well informed
  • In the 90's (as sales reps) we would inform on the front end, now the customer is further down the path.
  • Stop making it difficult - Make it easy on the buyer
  • Bad habits start from the top - There are gaps in expectations
  • Have a conversation, a playbook is a guide.
  • Sales is not plug and play
  • Questions to ask
    • How do I help solve a problem?
    • How do I help you get to your goal?
  • Do the right things. Success will follow.
  • It's ok to say no, to redefine success
  • Spend time where you do your best work
  • Be human - Don't be afraid to have the tough conversations
  • Set expectations
  • Define the task at hand, listen, establish success looks like
  • Discovery, milestones, communication, ensure we are on pace.
  • Ask questions.
  • Go through the process, don't skip steps - skipping steps increases risk.
  • Think critically
  • Create an environment of trust and respect
  • When you are contacted by a recruiter, ask questions, identify if they did their homework?
  • When trying to help recruiters find you, keywords matter, specificity is critical.
  • Remember - recruiters serve their clients - the job seeker is not the client.
  • They do not work on behalf of candidates
  • The recruiter and rep should be the right fit for each other.
  • People crave feedback.
  • Be your own best advocate, identify those who have experience, learn from them.

Call to Action/Engagement Question

  • How do you use recruiters in your business?
  • What will you change about the way you work with recruiters?

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Catalyst Sale

In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal.  There is a Catalyst.  We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do. 

Sales is a Thinking Process.