This is a YouTube video titled "The Problem with Sales Recruitment" containing a conversational podcast-style discussion recorded in August 2022. The participants are Matt Ryder and Pat, who talk about challenges and experiences related to sales recruitment, training, and placement within their business ecosystem. The conversation covers ethical considerations, vetting processes, and the difficulties in placing sales reps effectively.
Really been honing my beatbox skills lately. What do you think, Boosh? Yeah, I think I might do a course on it.
Yeah, Like, I don't know that you'd make a career out of beatboxing, but, like, if you needed a few extra bucks, you could probably do.
First of all, how dare you. Hey, guys, what's up? Matt and Pat here. And in today's episode of Coffees for Closes, we're going to be talking about some of the problems with certain business models like sales recruitment and some of the hiccups that we've had when we've sort of tried to do a little bit of diversification within the sales sniper sniper media kind of ecosystem. So if you're wondering why it's hard to find good sales reps, or if you're a sales rep, wondering how. Why it's fine to hard good offers to find good offers. We're gonna go through all that in detail today, so make sure you watch all the way through the end. Like, subscribe, hit notification bell and send us a comment down below if you want us to cover a subject in particular. If you listen to this podcast, you will make your first million within three years. We're here to make podcasts. You really want this? You listen and review. You know, really grinds my gears.
Tell me about what grinds your gears. So hang on. Stop. Give some context. We were just eating lunch, bullshitting.
Yeah.
And you were trying to tell me a story. And I was like, stop, sir.
Stop right now.
Stop it. Let's go set up and tell that story to me on the podcast.
And we yelled at Butch.
Yeah.
And said, you prepare the cameras. Prepare the cameras. There's. There's bombs to be dropped. So we were talking about how at one stage, we considered going like, as an additional. As like a sort of. As a. I don't know if you Vertical or horizontal. Having like a. A closer placement recruitment model. And how at Sales Sniper in particular, we were. We did all the work, we had the demand, and we even sold like the first 10. And it was really easy. Like, we sold. I think we were charging like, I don't know, like 12K.
I don't remember.
And we sold like 10 of them in a week.
Okay.
It was really easy.
Yeah.
But the problem was like, Those are the 10 good closures that we had that we didn't want to take. And so then it was like, after that, we had all this demand for it, and we're like, oh, yeah, we're just training people up and stuff. Like, that, and then people would become really good after our training and we're like, well, we'll just keep you, keep you because you're a cool guy and I'd like to keep working with you and we can make money off you in one of our offers. So why would I put you in a different offer? Like that doesn't make any sense. And so we came up with the, oh, we're always going to be placing the B team.
Yeah.
And it just wasn't like a, it wasn't a leap that we were willing to take. It would be different with like say SDRs and triagers and stuff like that because that, that talent is easier to cultivate. And so like it would be more of a personality thing that we want to keep them than what it would be like they're a really good SDR because like we can create those. That's much easier than creating like a really good closer.
Okay, how are you getting those people? So they're people that just did napq or something like that. And, and you were then recruiting from within that pool of people or you were training them along some other lines?
No. So for that one in particular I just said like, hey, we're going to do a free four week intensive. And we had like 150 people go, okay, me please.
Yeah.
And then the deal was like, at the end of this, you're going to be put into a placement pool if you do this. And I've had in the contracts, if you do this and you're doing this for free training and you won't take an offer at the end, we'll charge you 7k.
Okay, fair enough.
Right. It was like a, and like I'll hunt you down for it type thing. And on the first day I said, if anyone is here for that, just beat it now or I'll ruin your Life. And like 10 people are just like, I think I can hear my mum.
Calling me in the other room. Yeah, I'm going into a tunnel.
Yeah. So it was really, really clear. And then from there we end up taking on like 20 or 25 of them ourselves.
Right, okay.
Like, because we had the offers and we needed people and that's the reason why we ran in the first place. But yeah, and then we were like, well we got all these people, we can't take them all on. Like, and we're not going to have people just sitting in like limbo land for seven weeks where we try and find them an offer and then prove it. And it's a Whole thing. Right. So we were just like, well, we'll just create this like, recruitment offer. And we kind of scrambled it together, but it was very comprehensive and sold a bunch of them. It was a really simple sell because, like, there's such a need for it. It's like, I can't find a decent sales rep that I know has had some training. And then it, you know, it came with like some back end support and all that kind of stuff. And so we sold it and then we're like, okay, these people are all good. And then you run into all these problems with like, how vetted is the offer? Like, so then, then I was like, well, we can't sell people, we can't sell anyone into recruitment if their offer hasn't been vetted. Because, like, what if they've only got like one marketing channel.
Yep.
And that marketing channel goes down? Or what if their ad accounts get banned? Or like, then like all of a sudden we get the closer coming back to us and going like, oh, hey, the marketing. I can't make a living here. And then the. They leave and then the guy comes back to me going, oh, you guy left. It's like, yeah, well, because you haven't got any leads, dude. Because you only. You haven't got a real business.
Okay, so let me see if I understand that you hit multiple problem points in first, you didn't want to give up the best people because why would you. You want them selling for you. So you're placing the B team with the added risk that you're telling this person, hey, I'm putting you into, I'm putting you here, here's a job for you, but with no way of knowing whether that job had any sort of lasting ability for them, whether they could really make any money there. You couldn't guarantee them any amount of leads or anything because that was totally out of your hands. Because the offer wasn't even something that you had any oversight over.
Yeah. So then it's like, how much do we charge for this thing? Because then it's like, do we. Like, ethically, I felt like we had to kind of tear their business apart to make sure that it was a good fit, you know? So then it's like, what do I charge them? 25k and yeah. You know. Right.
So then that's a lot of work for you per placing person. If someone just wants one.
Yeah.
Closer. That's a, that's a ton of investigating.
Right. And the burden of like, delivery is really high because like, if that, like coaching, consulting, is a very difficult niche to sell in. Like, it's technically demanding. It's a hard sale. So I was like, you know, there's so many variables that can go into like the success of this person. And it's like, are they going to give them the six weeks they need to. To kind of juggle it? Are they going to expect success straight away? And so there was a lot of variables. And it became very hard ethically for me to want to pursue the business because I felt like it was most of the time it worked out as a lose lose. Now we only placed about 10 reps and they all went quite well because like we had 10 good reps that we were like, yeah, we're ready to place. And then we had like some businesses that we knew really well that like had wanted to come on for sales sniper, but it wasn't right. So we'd had a chance to kind of vet them and do all the things and we were like, oh yeah, sweet. Like, here you go. And now we do do some placement now, but it's for free. And it's if. It's. If we fire a sales sniper client, okay? So whenever we fire a sales sniper client and like it happens probably once a month, we fire some money because like they just can't get leads. Right. You know, we work with them for ages, but it's like at some point you gotta go, all right guys, like, we're out. And then usually we just place a rep for free.
Right?
You know what I mean? But we place like a part time rep. It's like, hey, this person has gone through a system, they're pretty good.
