CAI’s Director of Member Development, Doug Blizzard, shares advice for finding high-performing talent in today’s video post. He offers a reason as to why employers are struggling to find top talent:
“…it may be because you’re looking in the same places, in the same ways, and at the same time as everybody else.”
He goes on to say that finding top talent today requires a new approach. He suggests learning from the world of sales to benefit your recruiting efforts. Doug details six lessons that you and your organization can borrow from your sales team:
1. Start Your Process Early
Landing the best account takes time in sales. Don’t be desperate in your hunt for a new team member because you will find desperate job applicants. Doug says to get great people you need to start the recruiting process well in advance of the opening.
2. Put Your Goals in Writing
In the video, Doug shares that the top sales people all have incredibly clear goals and a written plan to accomplish their goals. For recruiting people for your company’s critical roles, he suggests that you create and keep a list of people you want to hire. These are your sales targets.
3. Define Your Ideal Candidate
Doug says the best sales people win more business because they only focus on ideal prospects, so make sure your team has determined who the ideal candidate is in regard to skills and fit. If you’re not sure what to look for, Doug suggests asking your best employees because they will want your team to attract great coworkers.
4. Get Known in Your Industry
In order to get known by high-performing talent, you must get known in your industry. Doug encourages you to find out what associations your prospects belong to, events they attend and social media platforms they participate on. In the video, Doug lays out several ways to be more visible to your prospects, as well as in your industry. He says these efforts will help you identify your top candidates and also draw them to you.
5. Create a Regular Touch System
Once you find your top prospects, Doug says you should implement a touch system of regular contact with them in order to pull them towards your company. He suggests that you mix up the medium you use. The touch system could include emails, phone calls, snail mail, etc. You’ll also want to mix up the content you send, so share information about your industry, specific professions, and other data your prospects will find useful. Be creative and make sure to include information about your organization.
6. Create a Clear Value Proposition
The best sales people sell on value according to Doug. Relating this to employers, he says you must be able to clearly articulate to your prospects why they should come work for you. It can’t only be in terms of pay and benefits, he warns. Work to uncover their needs and match them to your workplace environment. Show them how coming to work for your organization will get them where they need to be.
For additional guidance on recruiting like a sales person, please contact Doug Blizzard at 919-713-5244 or Doug.Blizzard@capital.org.