Why Q4 is the Best Time to Hire Sales Reps

Well, it’s that time of year again: the time when holidays are all people can think about, and companies across the nation (not just in Chicago) start seeing a dip in productivity. Working in the sales education and recruitment space, it frustrates me to see some of Chicago’s best companies not have a playbook in place to counteract the negative impact holidays have on their organization, particularly from the sales perspective.

While yes, office scheduling during the holiday season makes the hiring and onboarding of new hires more difficult, that’s no reason to slow down your efforts. In fact, I believe now is the ideal time to ramp up sales hiring in order to hit the ground running in the new year. Not quite sold? Here are three reasons why Q4 is the best time to hire sales reps:

1. Time is of the essence.

Whether you’re hiring immediately or building out a pipeline for January, your goal should be to get as many offers out and accepted as possible. Why? To avoid losing top tier candidates once the majority of other employers rejoin the recruiting game in January. Besides, wouldn’t you rather interview, offer, and accept candidates who are sincerely passionate about the work your company is doing?

2. Focus on quality, not necessarily quantity.

While recruiting in January will give you a plethora of resumes to review, the large majority of those will be of low quality. Instead, save time before the new year even begins. Focus on the high quality “go-getters” that are currently on the market. They’re hungry for a new role, eager to perform, and will be ready to hit the ground running come January 1st.

3. Keep in mind the most important factor: ramp.

Particularly as it relates to sales positions, you should think very strategically about when you want (and need) your new reps fully ramped. With the majority of companies wanting to start the new year strong, the sooner new reps ramp, the better. By hiring and onboarding sales reps in November and December, they’ll be performing at their highest level much earlier than their January counterparts.

Don’t get me wrong, the idea of “starting fresh in the new year” is an attractive option, and there’s a small part of me that understands why companies choose that route. However, knowing the sheer number of companies who unfortunately experience slow starts to the year, it’s hard to not equate that with the slow ramp of new sales reps. Instead, invest in Q4 hiring and training, and allow your new hires to find their footing before the new year even begins. Trust me, it will be worth the investment.

Kevin Bugielski | Manager, Customer Success and Marketing, Victory Lap

Kevin Bugielski