Using Business Intelligence to Recruit Rockstar Sales Talent

Filed in Articles, Blog by on February 10, 2013 0 Comments

You understand by now that voice-verified business intelligence helps you to close more deals, but have you thought about how useful they can be when it comes to recruiting the very best salespeople to your team?

iStock_000015706029SmallThere are good salespeople, and great salespeople, and then there are sales superstars. Any firm that relies on insurance sales professionals really wants those sales superstars on their staff. But so does their competition. Even in a down economy, these people know that they are unlikely ever to be out of a job.

In many cases, even if they are great at closing the deal, their business intelligence gathering skills lag behind. They like to sell, so in their minds every second they have to spend to identify potential prospects is wasted time. Therefore if a potential employer can offer a guarantee of new, actionable business intelligence every month, that employer’s offer is starting to look a lot better than others who are not offering the same kind of support.

For example, Companies C and D are both fighting to recruit a top insurance salesperson, Joe, who has recently relocated to the area. Each company has an outside sales position where, at plan, Joe will make $200k and each company is offering the same kind of extra perks – company car, generous expenses – but Company D is offering something else. Five business intelligence reports per month, potential prospects exclusively Joe’s for a period of time, 90 days. Five potential prospects that he won’t have to find himself. Company D just made Joe’s decision easy.

Some sales managers balk at the idea of providing business intelligence reports outright to share with their sales staff. And they worry that their bosses will frown on the expense, when maybe business intelligence could have been generated another way, through social media or email campaigns perhaps. That is rarely the case. No one will criticize the extra money spent if it results in thousands of dollars in closed insurance deals. In addition, business intelligence from social media and email is not free either; someone has to spend a lot (an awful lot) of time trying to generate it, and then how many real potential prospects you get vs. tire kickers is impossible to say. Business intelligence is a financial investment, but if you have the right sales staff, it’s one worth making every time.

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About the Author ()

John is the VP of Business Development at The PT Services Group. He researches new types of business and manages and initiates strategic, corporate-level relationships to expand exposure for The PT Services Group. John came to The PT Services Group in 2011. Before that, he owned and operated an Ameriprise Financial Services franchise for 16 years.

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