Issue 8 - The hiring landscape is changing. Here's how to attract and retain your next top seller.

The sales industry has always seen higher turnover than others. Top sellers are always looking for not only the best compensation, but the most rewarding positions. How can you make sure you're offering a truly competitive job listing? Let's dive in.

Are candidates looking for the best company values or the most comprehensive tooling? The truth is, you need both.

Sellers have a wide personality profile. Some are "lone wolves" in their approach, and some need to participate and really "buy in" to the company culture. Some are new to the industry, and others are experienced.

The solution to keeping the mixed bag happy? Have a mix of culture, coaching, and enablement. Here's what that looks like.

It starts with communication and strong company values

A clear mission statement and strong company values is the first step to making employees and candidates feel valued and included. Beyond concrete values around things like transparency and respect, it's important to establish a few best practices for navigating the company culture. Ask yourself:

• How does the team communicate? Email? Instant message? Is it saved for meetings?
• Is there a hybrid or remote policy? Is everyone expected in the office?
• What (and who) are the best resources for new employees?
• What does personal growth look like at the company? How can a new hire grind to make it happen?

Show them what your sales coaching looks like

It's no secret that there's a lack of coaching available to sellers on the job. Sales leaders and managers are stretched thin, so often, coaching is left to a few quick comments in the pipeline review.  

But as techniques and markets fluctuate, staying on top of coaching is crucial. The buying committee is ballooning, and as an alternative to trying to carve out one-on-one time, sellers are turning to AI coaches and technology to fill the gaps. Having tech resources like AI coaches helps candidates feel empowered to do their best work at your company.

Offer enablement tools that help them really shine

Lastly, being up to date on the best tech tools for sellers is key for candidate attraction and employee retention. The best tools for sellers allow users to work from one centralized hub and sync updates to and from CRMs, transcription tools, and calendar tools.

Cutting down that admin time is a huge win, but proper sales tooling should also include:

• Sales framework integration
• Email writing and briefing capabilities
• Stakeholder analysis
• Contact sentiment tracking

Proper tooling shows candidates that you care about their success. If you have that, plus coaching and great culture to offer, you're ahead of the game.

Bite-sized stories

Links of the week:

• How Amit Rakoff-Bellman uses Meeting Brief to make every call a success
• Trump poses challenge to US tech sales
• Top clips for new and experienced sellers

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