Entelo Data Shows Best Time for Recruiting Salespeople

April 1, 2015 at 10:18 AM Rob Stevenson

On the heels of our first original data based blog post reporting when people were most likely to leave their jobs, we haven’t stopped thinking about what other hiring trends are just waiting to be discovered. Based on our previous research, we know that people generally prefer to stay with their current employer for 12-month increments. We decided to tackle that information industry by industry. First up, one of the trickiest positions to recruit: salespeople.

Salespeople generally make their money via three different models: 100-percent commission, base salary plus commission and base salary plus bonuses. Each pay structure comes with its own advantages and disadvantages, many in regards to pay timing, meaning that each salesperson may have different thresholds for when they would leave their job and why.

Or so we thought.

Upon analyzing a sample size of just over 1,000,000 salespeople's resumes, from entry- to executive-level positions, it appears as though the vast majority of them all have the same New Year’s resolution: start fresh.


Salespeople More Likely to Move


These are the kinds of results that should make everyone pay attention.

  1. It lets you know exactly when to hire salespeople. Hint: If you’re waiting for the New Year to hit, you’re too late. Recruiting needs to start taking place in September and October, when switching jobs is already on the minds of the nearly one-third of salespeople who will leave their current positions.
  2. On the flip side, if you’re looking to retain your salespeople, be sure you’re in the holiday spirit as early as your nearest shopping mall.
  3. There isn’t all that much differentiation between a salesperson’s position in a company and their likeliness to change companies. Even those in sales development positions, who represent the most consistent turnover rates, are nearly twice as likely to leave their current positions in December as they are in any other month of the year.
  4. This data also, ultimately, supports our previous blog post about people leaving their job in 12-month increments. When the clock strikes December, it’s likely been a year since a salesperson changed their job, and they are liable to do so again.

There’s a lot that goes into being ready to recruiting salespeople, so once you are ready to go through the timely and expensive process of recruiting a timely and expensive employee, it stands to backed-by-common-sense reason that you should recruit when salespeople are ready for you, too.

And when are those salespeople ready? If you’re shaking your head in disbelief that you’re hearing Christmas music before Halloween, you’re already behind.


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