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Should I wait until 2022 to hire salespeople?

In some ways it’s the sequel that no one asked for – a continuation of the unpredictability and volatility that began in early 2020. Nevertheless, the light at the end of the tunnel continues to get brighter; while we’re not out of the woods just yet, we’re certainly closer to ‘COVID normal’ now than we’ve been for a while.

Stuck in limbo as we are, two schools of thought have emerged regarding sales hiring in 2021.

Some employers recognise that we’re already faced with a sales talent shortage, and that demand for salespeople will only rise as the country begins to open up, so are looking at sales hiring right now. Others see the ongoing unpredictability and want to wait for the stable days that lie ahead. Adding salespeople feels like a risk not worth taking.

At bta Sales it’s our job to keep our finger on the sales hiring pulse, and in our opinion you shouldn’t be waiting until 2022 to hire salespeople. Here are five compelling reasons why.

1. Low supply will only get lower

A lot of employers have seriously ramped up their search for sales talent already in 2021, having recognised that the early bird gets the most talented worm. The truth is that we currently face a sales talent shortage, and this already limited supply will only get more limited the longer an employer waits. If you feel like you’d struggle to justify hiring a salesperson right now, you can rest assured that sales talent offers the quickest return on investment of any new employee, and the best will quickly pay their way.

2. New challenges demand new talent

Hiring sales talent right now isn’t an obligation, it’s an opportunity. A post-COVID world will present new and often challenging landscapes for businesses to navigate, and generating revenue will be critical for success. Salespeople have the most direct impact on your bottom line of any employee, so finding the most talented – those who can understand trends, adjust to shifts and find new ways to succeed – will ensure your business finds its feet as we get back to normality.

3. Becoming an employer of choice

Some employers see the current landscape of remote work as temporary – a stopgap solution that will end as soon as Australia reopens. These same employers might be tempted to tread water until their team gets back into the office, and start their sales hiring quest from there. But the reality of the situation is very different.

In a March 2021 survey conducted by the ABS, over half of Australians expected their ability to work from home to either stay the same or increase into the future. Remote working has transformed from a Band-Aid solution to a way of life – one that most are unwilling to give up.

What does this mean in terms of sales hiring? A business that is willing to offer remote work now will be far better placed to attract talented salespeople than a business that waits until next year to offer an in-office job. Sales talent expect work flexibility, and the smartest employers will recognise that it doesn’t matter where work is done, as long as it’s done.

4. Remote technologies make hiring easy

The remoteness that many Australians are currently experiencing has other perks too. Remote hiring has proven an incredibly convenient and effective alternative to in-person interviews, so much so that according to LinkedIn, more than 80% of talent professionals believe virtual recruiting will continue after COVID, and 70% believe it will become the new norm.

Winning the services of top sales talent has always been a game of efficiency, as the best are quickly snapped up. Now that you can conduct an interview with the click of a button, you’re far better placed to land the most talented fish.

5. Remote work breeds diversity

Another perk of hiring remote workers in 2021? It doesn’t really matter where they live! While your search for sales talent was previously limited to the suburbs that surrounded your office, it can now stretch across the state, the country and beyond. Not only does this grant you access to more talent than ever, it can also help you to create the diverse teams that are increasingly shown to be key to commercial success. According to Deloitte, the cash flow per employee is 2.3x higher in diverse companies than it is in homogenous ones.

While 2021 remains turbulent for many businesses, the new normal is fast approaching, and there’s no better time to prepare for it than now. If that preparation includes a need for sales talent, bta Sales is ready to help. Get in touch with our expert team today.