Recently, a client asked, “If the unemployment rate is so high, why is it so difficult to find experienced, talented sales professionals?” It is a great question and one that we hear a lot. Why is it so hard do fill important positions? Given the high levels of unemployment and underemployment, one would expect to receive many interested candidates for a $75,000 per year junior sales position. Right? Wrong, and here are a few reasons why:
1. Job seekers are not taking risks. Our nation’s high unemployment rate is both a well-known fact and a weight that we all carry, whether we are employed or unemployed. Those who have jobs are terrified of ending up in the unemployment line. As a result, they are holding on to jobs that they don’t want rather than taking a risk on something new. This form of job-lock seems particularly challenging if you are trying to hire for a position with a high variable pay component (typical for a sales position) or in a volatile or changing industry such as the print industry. To address these concerns, start thinking creatively about how to demonstrate the security, stability and economic rewards of your position and include your conclusions in your job posting.
2. Sales positions are hard to fill. Sales professionals are ambassadors for you and your company. In order for them to be successful, they have to know your business inside and out and be that rare breed of person that can enthusiastically pursue new opportunities despite the high likelihood of rejection. According to Manpower Inc., of the 10 hardest positions to fill worldwide, sales is the second hardest, with employers in 29 out of 30 countries listing it as a top challenge. If misery loves company, than be reassured that hiring these professionals is just plain difficult.
3. Candidates are looking for jobs differently. As with so many other things, social media is truly changing the way people look for jobs. Increasingly, candidates are turning to LinkedIn, Facebook and Twitter to find their new jobs. They are finding these vehicles more effective than print newspaper ads or competing for your attention with millions of other job seekers on large online job sites like Monster and Careerbuilder. That means finding top sales professionals requires a strong familiarity with social media – a familiarity many don’t have. Given this and the two points above, your best bet is not to wait for the resumes to trickle in from the mega online job boards, but to go out and find your candidates. Use your personal connections – remember, 70% of job seekers find jobs though personal or professional connections. Explore the #jobs and #recruiting capabilities on Twitter and start searching for your candidate on LinkedIn!
The good news is that eventually, talented professionals will view changing jobs as worth the risk and will reenter the job market. In the meantime, find comfort in the knowledge that by creatively marketing your company and your position and becoming proficient with social media recruiting resources, you will find your next superstar. And if you need any help along the way, give us a call!
