10 valuable traits Sales Execs should expect from their Recruitment Wingman

Are you a high flying Software Sales Exec? Then you need to identify the best wingman to help your career take off. Here are 10 ways to know if a sales recruiter is adding value to your job search and, for a bit of fun, 10 accompanying quotes from the 1986 classic movie, Top Gun.

1. Do they listen?

A good recruiter will take the time to understand what is important to you in your career such as earnings, culture or progression.

They gave you your choice of duty son, anything, anywhere. Where do you think you wanna go?

2. Do they ask challenging questions?

This is one of the ways a good recruiter adds value for their clients. Be prepared to defend short career moves and provide the metrics to back up your achievements. Don’t be offended, this is just sparring practise for a real interview.

Damn, this kid is good!

3. Are they Market Specialists?

Nowadays there is little room for generalist recruiters to add value (except perhaps in an in-house/direct model). If the recruiter doesn’t specialise in your industry and your type of role then you are barking up the wrong tree..enough said.

Mustang, this is Voodoo 3. Remaining MiGs are bugging out.

4. Do they present well qualified opportunities?

Courtesy of Tom Cruise

Courtesy of Tom Cruise

A good recruiter will only be working on jobs they have qualified thoroughly and they will be dealing with the main decision maker. Ask who their stake holder contact is plus any specifics above and beyond the job spec.

It’s classified. I could tell you, but then I’d have to kill you.

5. Will they groom your CV?

A good recruiter will understand that you have a broad skillset but they will tailor your CV when necessary.  Hitting the client right between the eyes with the key criteria will improve your chances of getting an interview.

He’s got missile lock on me. Do I have permission to fire?

6. Do they commit?

Having time to qualify you thoroughly and after agreeing to put you forward, a good recruiter will commit wholeheartedly to doing everything in their power to secure an interview. Be concerned if you hear words to the effect of ‘let’s take a punt on this and see what happens’! A good recruiter will have a CV to interview ratio of better than 2:1.

Up there, we gotta push it. That’s our job.

7. How is their interview preparation?

A good recruiter will ensure you attend interview fully armed with information about the company, role and hiring manager. They will provide some useful tips about what has previously proved successful or not so that you can learn from other people’s mistakes.

The defense department regrets to inform you that your sons are dead because they were stupid.

 8. Do they provide transparency?

A good recruiter will keep you informed throughout the process as to where you and your competition stand. They will provide 360˚ feedback that a client might not share directly so that you can fine tune for the next stage. Even if not successful, a good recruiter should constructively feedback to you as promptly as possible.

Maverick: I feel the need…

Maverick, Goose: …the need for speed!

9. Do they negotiate in your best interests?

tom-cruise2

It is in the interests of a good recruiter to get you the best deal possible without negotiations collapsing. This is a fine line to walk. They will let you know if you are pushing your luck or if you could squeeze a little bit more.

That was some of the best flying ’I’ve seen to date – right up to the part where you got killed.

10. Do they take a long term approach?

A good recruiter and a great recruiter can be differentiated by a long term approach in what has become a rather transactional industry. Having invested the time to understand you and your goals, they should be keen to stay in touch throughout your career. If you can reciprocate in this regard then you will have made yourself a valuable ally.

Iceman: You can be my wingman any time.
Maverick: Bull****! You can be mine.

Hopefully these 10 tips will help understand why even the ‘best of the best’ Software Sales execs need a good recruiter and, more importantly, what should be expected of your wingman.

Talk to me Goose!

Follow Jim Kinread and the Teem on Linkedin and we’ll do the rest.

Jim Kinread

Jim Kinread

Jim Kinread is the M.D of Teem, a leading organisation in the specialist IT sales recruitment arena. Jim has 17 years experience in the sector and leads his team of senior search consultants to help both software companies to achieve their global growth strategy and professionals to achieve their career goals.
Jim Kinread

About Jim Kinread

Jim Kinread is the M.D of Teem, a leading organisation in the specialist IT sales recruitment arena. Jim has 17 years experience in the sector and leads his team of senior search consultants to help both software companies to achieve their global growth strategy and professionals to achieve their career goals.