Find My Catalyst Podcast Guest Amy Volas - Taking the Cringe Out of Recruiting Sales Pros - 134
This week Amy Volas, Founder & CEO of Avenue Talent Partners, joins us on the podcast. The conversation was great. We covered a wide range of topics including recruiting, sales, recruiting sales professionals, being human, setting expectations, partnering with a recruiter, and executing.
Thank you, Amy, for joining us this week - I really enjoyed the conversation.
Questions Addressed- What does Amy love about recruiting?
- Why should someone (organization or professional) want to work with a recruiter?
- What are common mistakes companies make when hiring sales professionals?
- How are recruiting and sales shifting?
- Why do we make recruiting/sales difficult?
- What are some of the guideposts Amy uses to evaluate if a relationship is going in the right direction?
- If I get a call from a recruiter, what should I be thinking about?
- What can we do if we want to make it easier for a recruiter to contact us?
- If you are the person trying to move into a new role, how can you elevate yourself, and gain new experience?
- Amy loves working with compelling businesses
- For recruiters that are doing it well, they understand the company, they understand the core business, they can provide feedback.
- Recruiting is not cheap - you earn your fees "I need to do it better than you can do it yourself" - Amy
- Know the buyer profile and the buyer journey
- Common mistakes
- Looking at this as a vendor/client relationship
- Some organizations take the approach of needing a butt in a seat
- Discovery is critical - it is our job to connect the dots
- Clearly define the thought process and objectives
- Unfortunately, we live in a world where it is a numbers game, take a pause, be intentional.
- Be your own best advocate
- Don't waste your time
- Hacking is not lasting - What you put in, is what you get out
- Do the work
- We don't live in a world of pitching anymore. Pitching does not work.
- The buyer is more informed - By the time we want to engage, we are well informed
- In the 90's (as sales reps) we would inform on the front end, now the customer is further down the path.
- Stop making it difficult - Make it easy on the buyer
- Bad habits start from the top - There are gaps in expectations
- Have a conversation, a playbook is a guide.
- Sales is not plug and play
- Questions to ask
- How do I help solve a problem?
- How do I help you get to your goal?
- Do the right things. Success will follow.
- It's ok to say no, to redefine success
- Spend time where you do your best work
- Be human - Don't be afraid to have the tough conversations
- Set expectations
- Define the task at hand, listen, establish success looks like
- Discovery, milestones, communication, ensure we are on pace.
- Ask questions.
- Go through the process, don't skip steps - skipping steps increases risk.
- Think critically
- Create an environment of trust and respect
- When you are contacted by a recruiter, ask questions, identify if they did their homework?
- When trying to help recruiters find you, keywords matter, specificity is critical.
- Remember - recruiters serve their clients - the job seeker is not the client.
- They do not work on behalf of candidates
- The recruiter and rep should be the right fit for each other.
- People crave feedback.
- Be your own best advocate, identify those who have experience, learn from them.
- How do you use recruiters in your business?
- What will you change about the way you work with recruiters?
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Catalyst Sale
In every business, in every opportunity, there is someone who can help you navigate the internal challenges and close the deal. There is a Catalyst. We integrate process (Catalyst Sale Process), technology and people, with the purpose of accelerating revenue. Our thoughtful approach minimizes false starts that are common in emerging markets and high-growth environments. We continue to evolve our practice based on customer needs and emerging technology. We care about a thinking process that enables results versus a process that tells people what to do.