America's largest healthcare recruiting firm.

 



For over fifteen years, I have utilized Buckman Enochs Coss to hire over one hundred individuals for Sales and Sales Management positions for a variety of healthcare technology firms. Whether it’s been for Fortune 500 companies or early stage, VC backed start-ups, BEC has always done a terrific job in sourcing top-talent.

Scott Schlesner
Vice-President of Sales
Elsevier

Your Sales Team Can Act As Recruiters for Your Company
Sales reps work hard all day long to generate contracts, establish client connections and maintain thriving partnerships between your company and the hospital and health clinic customers you serve. They’re on their feet, in their cars, in and out of the office and constantly on the move. But as they move across their sales territories, wearing out their phones in the process, they also make friends and start conversations everywhere they go. After all, didn’t you take their social skills into account when you hired them? 

Your sales pros are friendly and extroverted, and each one of them maintains a network a mile wide. So why not use that fact to your advantage? Why not encourage your sales reps to act as recruits for your team? Here are a few thoughts to keep in mind.
 
Create a referral program. 

Your sales rep travels the same city and stays in the same hotel numerous times throughout the year. Between conferences, events and meetings, they check into this location so often that the staff knows them by name. Since they’re always cheerful and have time for everyone, a member of the hotel staff mentions they’re looking for a new job where they can apply their skills and underused background in sales. Will your sales rep wish them luck and say goodbye? Or will they refer them to HR? The difference may depend on your referral program. So consider implementing one if you haven’t already. If they make a bonus for bringing successful employees on board, they may be more inclined to go the extra mile to establish this connection. 

Encourage your team to act as ambassadors. 

They probably do this already, but your sales pros should keep in mind they represent the company everywhere they go — even when they’re off the clock. Speaking well of the company on social media should warrant praise from sales managers. And ideally, that praise should come with material value. For example, it should be mentioned in performance reviews and monetized if possible. 

Make sure they know what you’re looking for. 

If your sales teams are incentivized to go forth and sift their networks for potential new employees, they should be armed with some guidance regarding the traits and qualifications you need. Make sure they understand the qualities you’re targeting in general (attitude, work ethic, etc). And if they’re seeking a match for a specific open position, make sure they understand the details and requirements of that position as they move forward.  


At Buckman Enochs Coss and Associates, our unrivaled reach enables us to provide timely, end-to-end recruiting solutions for companies. To work with the largest healthcare recruiting firm in the U.S., contact our great team of full-time professional recruiters today!