Documens Boss

Having been involved in recruitment in the DM sector now for a number of years, I would like to address the “Young and Hungry” myth with my observations.
 
Young and hungry… what is it? Is it a person, an attitude, can we define it…? It is one of the single most requested criteria I have come across. Yet, I don’t know what it is… I don’t know what it is because the vast majority of those who want it can’t define it either – And, as there is such a diversity of business outcome required, this “green” Sales Executive surely cannot be the magic panacea for all of these businesses - Can he?
 
Some believe that a “Young and Hungry” hire will drive more business but when confronted with ‘How?’, it is usually the level of activity that is mentioned. However, activity is not a measure of success. A ‘young, hungry’ executive, making 100 calls a day, often creates fewer successful outcomes than the experienced sales professional who makes the right 5 calls. And an experienced Sales Executive will certainly know how to qualify and close more business.

On closer examination, businesses making this request often require more focussed marketing and, in some cases, marketing activity, full stop. Some require a telesales function, or a focussed, lead generation program.
 
So, is hiring a young, inexperienced Sales Executive going to achieve this? I need not give you the answer here, you already know it.
 
Sadly, these poor souls are usually brought crashing down by unrealistic targets and expectations when they really needed a mentor and time to be a productive part of your sales function.
 
It is a simple matter of business outcome qualification. Paint the picture of the person you need on paper not in your head. Then hire the person most qualified to exceed those expectations, and if it’s not achievable with a young and hungry sales person…. Don’t hire them.
 
So, if you find yourself muttering those immortal words “We need a young and hungry sales exec”, it’s likely that you have a hole in the sales function rather than a need for an inexperienced sales exec.
 
But this doesn’t mean we can’t bring new talent into our business. In fact, a vital constituent of the industry is to take raw talent and to develop and grow this talent.
Hire young and hungry sales exec’s for the right reasons and you will have success, hire them to cover a gap in a failing part of your overall sales and marketing processes and they will surely fail.
 
By Mark Davis, Head of UK Recruitment.
Contact Mark Davis to discuss recruitment