As the world continues to navigate the aftermath of the COVID-19 pandemic, many companies are asking their employees to return to the office. While this may be appealing to some employees, many talented sales professionals are currently passive because they believe they have a good thing going in their current remote work arrangement. In this blog post, we’ll explore why passive sales talent is so attractive, why so much great sales talent is currently passive because they don't want to return to the office, and how companies can take advantage of this opportunity.
The Attractiveness of Passive Sales Talent
Passive sales talent is often highly skilled and experienced, with a proven track record of success. They are typically the top performers in their field, and their experience and skills can be an asset to any company. Passive candidates are also often highly motivated, with a strong work ethic and a desire to continue growing and developing their skills. They are not looking for a job solely for financial gain, but rather for the opportunity to make an impact and contribute to a successful team.
Additionally, passive sales talent may bring fresh perspectives and ideas to a company. They may come from different industries or have worked with different types of clients, which can bring a unique viewpoint to the sales team. This can lead to new strategies, increased sales, and a more diverse and innovative team.
The Popularity of Remote Work Among Sales Professionals
Remote work has become increasingly popular among sales professionals for several reasons. First, remote work offers a high degree of flexibility, allowing professionals to work from anywhere, at any time. This is particularly appealing to sales professionals, who often have to juggle multiple clients and projects. Remote work can also provide a better work-life balance, allowing professionals to spend more time with their families, pursue hobbies, or simply enjoy a better quality of life. Additionally, working remotely can help employees save on commuting and other expenses, which can be a significant factor for those living in expensive cities or regions. Remote work can also reduce stress levels, as it eliminates the need for a commute and provides a quieter, more comfortable work environment.
The Move Towards Return To Office (RTO)
While the pandemic accelerated the trend towards remote work, there has been a recent move towards Return To Office, particularly from larger companies. Large companies like Google and Amazon find it is easier to compete for talent and can force employees to Return To Office. Some great sales talent will inevitably leave those big companies for smaller or mid-size companies that are willing to be more flexible.
The Advantages of Hiring Remote Sales Reps
Companies that are willing to hire remote sales reps can take advantage of several benefits. By being open to remote sales reps, companies can access a wider pool of top sales talent. This can help them find the best candidates for their open positions, even if those candidates are not actively looking for new opportunities. Hiring remote sales reps can also help companies save on overhead costs, such as office space, utilities, and equipment. This can be particularly beneficial for startups and small businesses that are looking to keep their expenses low.
Remote sales reps often have higher productivity levels, as they are able to work in a quieter, more comfortable environment. This can lead to increased sales and revenue for the company. By hiring remote sales reps, companies can expand their geographic reach, reaching new customers and markets that they may not have been able to access otherwise.
Tips for Hiring Remote Sales Reps
If you’re looking to take advantage of the benefits of hiring remote sales reps, there are several tips you should keep in mind:
Look for Relevant Experience
When hiring remote sales reps, it’s important to look for candidates with relevant experience. This includes experience in your industry, as well as experience working remotely. Look for candidates who have a track record of success in both areas.
Emphasize Communication Skills
Remote sales reps need strong communication skills in order to succeed. Look for candidates who are able to communicate clearly and effectively, both verbally and in writing.
Provide Training and Support
When hiring remote sales reps, it’s important to provide them with the training and support they need to succeed. This includes training on your products and services, as well as training on your sales processes and tools.
Use Technology to Stay Connected
When working remotely, it’s important to use technology to stay connected. This includes using video conferencing tools, instant messaging tools, and collaboration tools to stay in touch with your remote sales team.
Set Clear Expectations
When hiring remote sales reps, it’s important to set clear expectations from the outset. This includes expectations around communication, productivity, and performance. By setting clear expectations, you can ensure that your remote sales reps are aligned with your company’s values and goals.
Conclusion
Passive sales talent is highly attractive, and many talented sales professionals are currently passive because they believe they have a good thing going in their current remote work arrangement. While there has been a recent move towards Return To Office, companies that are willing to hire remote sales reps can take advantage of a wider pool of top sales talent, as well as increased productivity levels and cost savings. By following the tips outlined in this blog post, you can successfully hire and manage remote sales reps and take advantage of the unique opportunities that remote work provides.