On the sales manager’s list of tasks, recruitment ranks low among priorities. When there is a need for one or more salespeople, managers dive into recruitment and put all their forces into battle. Often, just to hire the “least worst” candidates at the end of the recruitment process.
However, the trend is increasing that companies need to recruit salespeople continuously.
Obviously, the first benefit of continuous recruitment is the ability to hire more quickly when the sales organization needs it, BUT, this approach also offers other lesser-known benefits.
1. Avoid Complacency
Continuous recruitment acts as an anti-complacency mechanism within sales organizations. Complacency insidiously, but surely, presents itself as soon as a manager lifts their foot off the accelerator. When this happens, almost immediately the sales team stops doing certain activities that produce results─ and performance suffers.