I just spent a day in training. It didn’t have anything to do with recruiting. It actually was product and process training for a new sales guy I recruited. You might ask why I would spend nine of my valuable recruiting hours learning about products and processes for salespeople.
The reason is that I recruit salespeople for the company I work for. The parent company has four business units, and I am in charge of recruiting sales talent across the enterprise. The training I attended was for the business unit I understand the least. The better I get at learning the different businesses, the better I get attracting and recruiting top sales talent for my organization. Knowing your business always helps you recruit better.
How Well Do You Know Your Business?
Take a look at your knowledge level of the company you work for. I’m not talking about a description of the culture or the company motto. Those are important too. What I am referring to is what your company actually does. What products or services does it sell? How do those benefit clients? What is the target audience? Does the value proposition resonate?
These types of questions are important to get answers to in order to help you understand your business. If you want to get really good at knowing how your company works, take a long look at the financials of a sale. Getting to know how your company makes money will really open your eyes.
Reasons Knowing Your Business Help You Recruit More Effectively
It’s one thing to know that you work for a wellness company. It’s quite another to know that your company helps people with diabetes live more productive lives, and how. When you really understand what your company does, you understand how it differentiates itself in the business landscape.
I worked for a large insurance broker for 10 years. There are lots of insurance brokers out there. Learning about the company’s place in the insurance world and how it differentiates itself helped me in the type of talent I sought to recruit. The broker was privately held, so I sought out people who wanted to work in a private company, not a publicly traded one. The company was decentralized, so I purposely didn’t reach out to people who had been in huge corporate environments for years. They simply wouldn’t like it and would have a hard time succeeding. The salespeople it hired were paid in a unique way for the industry. I made sure I understood that from top to bottom in order to be able to fully articulate it to potential candidates. It resonated with some of them; many it did not. That helps me target the right talent for the company.
Knowing what your company does helps you connect it to the various job responsibilities when you speak to candidates. You’ll be able to paint a picture of how their role supports and fits into the business your company does. When you get really good, you’ll be able to tell candidates how what they do will impact the company’s business. This is huge when engaging potential candidates […]