'Q2, 2002. The economic climate has improved. Companies are ratcheting up their sales efforts.
Sales recruiters are somewhat busy again. Busy doing what?

Speaking to hiring managers transfixed on hiring sales reps they can't realistically attract.
Leaving voice mail for 20-30 hiring managers a day, few call back. Many are willing to interview. Interview for their next job.

Busy weeding through the unqualified candidates and non-urgent clients.

The business climate has created high anxiety. Although companies recognize, "nothing happens until something gets sold". Their commitment to new sales initiatives is in question. Consumer confidence is stable. Sales hiring manager confidence is not as robust.
What can we do to improve our hit rates?

1- Qualify. Whether, we are working directly for a sales hiring executive or for a search firm we must 'test' their commitment or we will waste our time. We are taught to close early and often. Qualify early and often or face the consequences.
2- Test their sincerity. Develop a test to determine, how 'real' they are. Call with a question and judge how quickly they respond.
3- Investigate the company. Call others in the company for tactical reconnaissance.
4- Research the industry sector. Industry news will provide the additional knowledge to help you read the situation.
5- Listen to their voice inflection. Watch their body language. Listen for hesitation, watch for openness to distractions
6- Build a pipeline. Don't fool yourself. Expect "Murphy" to get in the way of your fun. Be objective. Prepare for job freezes; change in specifications, a slow drawn out process, etc.
7- Focus on solving their problems. They can easily recognize a mercenary. When the deal does "bubble up to the top", mercenaries will not receive the first, calls for help.
8- Rank your deals. Prioritize the list of open requisitions. All the deals do not deserve your equal attention. Work the ones, where the signals are most pleasant. "Listen, to your "gut". You have the issues. Use your intuition.
9- Drop the long shots. Invest your efforts wisely. Ask yourself: " would I invest 1,000 dollars of my own money on this project's success". If you wouldn't, don't!
10- Build value. Clients that are 'real' need speed, quality and customer service. Provide these 'players' with value and you will create an ally.

This article addresses the early phase of sales job orders floating around today. "Many are called. Few are chosen".

Deals can and do stall throughout the process. Require sales hiring managers to continually prove their commitment to the successful completion of the project. Consistently, test and qualify.
Reduce your stress by utilizing a comprehensive knowledge base. Add brutal objectivity.
Don't fool yourself. "Don't worry be Happy".