When they’re looking for a new job, top sales candidates do their research.  Because sales professionals tend to maintain vigorous professional networks, this research typically includes contacting current or former sales employees at companies that interest the candidate.  Often, top candidates will ask their connections for an “inside look” at how the sales team is managed and what sort of support the candidate can expect.

In some cases, the response discourages the candidate from applying for a job.  Perhaps they hear they’ll be micromanaged, or they won’t get the support they need.  Whether or not these concerns are justified, you can reduce the chances they’ll discourage good candidates from applying.  Here’s how:

1. Improve communication between sales reps and management. Poor communication between management and staff is one of the top causes of the stress and frustration that lead to employee turnover. Work on improving the clarity and transparency of communication with your staff, so they know what needs to be done, how, and by what time.
2. Find ways to increase the independence of your sales staff. Sales is a career field that attracts people who are self-motivated, driven and competitive. These traits can lead to outstanding sales results, but they can also make a sales professional feel micromanaged if they don’t have the independence they need to make the most of their inner drive.  Focus your energies on creating a clear, organized system for success; then free your staff to pursue results within that framework.
3. Work with your recruiter. Staffing firms specialize in connecting their clients to candidates who offer both the skills and cultural “fit” to thrive on the team. They also specialize in giving candidates a well-rounded picture of each potential employer, so that the jaded perspective of a disgruntled former employee doesn’t derail candidates from a potentially promising job application.  Work with your recruiter to find the sales staff who will thrive under your roof.

At SMR Group Ltd, our experienced recruiters focus on connecting our clients to the best available sales and marketing talent in the medical device, pharmaceutical and biotech industries.  To learn more about our pharmaceutical sales and marketing recruitment services, contact us today.