Search by keywords:
Search resources by: Competency
Content Format


Not a member? Sample unlocked content here.

Topics Covered: <a href='/resources/search/?query=hiring mistakes'>hiring mistakes</a> | <a href='/resources/search/?query=sales talent'>sales talent</a> | <a href='/resources/search/?query=sales recruitment'>sales recruitment</a> | <a href='/resources/search/?query=sales hiring'>sales hiring</a> | <a href='/resources/search/?query=sales professionals'>sales professionals</a> | <a href='/resources/search/?query=hiring'>hiring</a>
Sales Leadership
Mar 7, 2013 | Carl Henry lock

Are You Hungry To Find Top Talent?
Health experts will tell you that you should never walk into a grocery store when you're hungry. Why? Because you're bound to walk out with a lot more than you need. It might seem counter-intuitive, but we've all been there. When you're dying to grab something to eat, those packages seem like they're screaming from the shelves. You've got a deep, sudden craving - for everything. And so, giving in to the urges, you grab a few boxes of this, and a couple more cans of that. Sometimes, they're foods you wouldn't even normally want, and won't end up eating until the next time you've missed a meal.

Even worse, you're far more likely to pick up junk food than you are to choose food that's nutritious. Your body, still programmed to hunt for berries and run from mammoths, sees your hunger as a threat of oncoming starvation. Its natural response is to ask you for foods that leave you with some reserves to spare. More often than not, that means ice cream, sausage pizza, or a good old bacon cheeseburger.

Believe it or not, this is actually a fantastic analogy to the art of hiring.

What Are Great Managers Doing?
After taking a good look at how the best managers find their top performers, I've come to realize that the secret isn't in the where; it's in the when. And the answer, for those who truly want to hire top talent, is ‘always’. That's because looking for a new employees is a lot like looking for new customers. If you're always doing it, then you stand a pretty good chance of always having somebody new with which to work. But, if you wait until the last minute - when your stomach is growling and you absolutely have to make something happen - then you're likely be disappointed.

One reason is the time available. Searching for a new hire when you need someone means doing it quickly; there's less time for scouting and interviewing than you might otherwise devote. Another more important factor is pressure. The worst time to find a new employee is when you need one, because every day that you don't have somebody means lost sales or decreased productivity.

So the tendency in that situation is to hire the first person that seems at all close to what you're looking for, just so you can get the position filled. With that in mind, don't think of recruiting as something you do quarterly, periodically, or when you have a job opening. Train yourself to do it constantly. Even if you can only devote an hour a week to looking for fresh faces, start doing it. It doesn't matter how many openings you have, or how many you don't. Just make a point of getting out there to look for top talent.

Always Keep In Touch With Top Talent.
You should be looking for talented employees all the time, even if you don't have any openings, or don't expect to have any in the near future. It's better to have one or two superstars on staff, even if you haven't figured out a permanent place for them, then it is to need one urgently and settle for hiring a warm body.

If you don't have that luxury, then you should at the very least keep a file of candidates that you think might be great for some spot in your company.

About the Author:
Carl Henry is a sales educator, keynote speaker and corporate consultant. He is the author of Hiring Top Talent for Sales and Customer Service and has helped hundreds of clients to recognize superstar salespeople. He can be reached at 704-847-7390 or

Disclaimer: The views and opinions expressed in this article are strictly those of the author. CPSA does not endorse any of the companies, products and services mentioned within this article.

Recommended Reading:
CPSA’s Top 20 Hiring Tips for Employers and Sales Managers
How to Find Talent in a Shaky Economy
Just Who do you THINK You're Hiring? Conducting Legal Background Checks
How to Build a Sales Team your Competitors will Envy!

Learn about how psychometric assessments can give you the insights you need to hire the right sales talent for your company the first time around.

View more sales articles from CPSA’s Knowledge Centre.

This content is exclusive for CPSA members

Become a Member

Already a member? Login to see full the article.

About the author: 323

Related Resources