Few of us will probably forget that scene in the film Glengarry Glen Ross when Alec Baldwin tore into the sales team and reminded them of the prevailing sales mantra of those times – ABC or Always Be Closing.

Well, in today’s more sophisticated business world, the ABC philosophy is probably well past its sell-by date. However, if you’re a sales manager, something in the same vein may be applicable – ABH.

No, we’re not advocating roughing under-performers in sales meetings! In this context, ABH stands for Always Be Hiring.

Demand outstrips suply

Why? Because good salespeople are like gold dust; demand far outstrips supply. What’s more, the personal qualities, skills and competencies required by today’s solution salesperson are changing rapidly, so there is even more pressure to find a really good one. And you can bet your bottom dollar that everybody else will be after them too.

Where to look

Beyond the usual recruitment channels, don’t forget the job boards or business networking sites like LinkedIn.

Even if you can’t hire straight away, keep a file with the names, business cards and CVs of any impressive salespeople you meet during the normal course of business. They may have called you or met you at an event or exhibition. You may even find suitable candidates with an aptitude for sales in other parts of your organisation – but don’t fall into the trap of simply accepting the rejects from other departments.

Raising the quality threshold

If you practise ABH you will have some potential candidates in mind when you lose a salesperson. Just as importantly, you have a process in place to drive constant improvement in the overall quality of your sales team.

If you found this article helpful why not register as a reader and gain access to all our content? Registering is quick and easy and entirely free. Click here to join Britain’s brightest community of sales professionals.

My Question / Comment Is...