Book Of Business -- Fact or Fantasy?

Does this conversation sound familiar?

RECRUITER: “Hello, this is Susan Burden from Executive Alliance. We are an International recruiting firm that specializes in placements for the credit and collections industry.”

CLIENT: “Yes, I have heard of your company from a colleague and read about you on Collectionindustry.com. I am glad you called, we are looking for a top notch Sales Person with a valid book of business.”

As a recruiter, I have the same conversation nearly every day. Presidents and CEOs of companies are always looking to improve their sales force. And who better to bring in than a polished sales executive who brings names of contacts from an impressive list of clients; the well known “Book of Business.” It is as if it is a covenant “Holy Grail” that is so feverishly sought after. But what exactly is a book of business?

These days, do clients gravitate towards well-known companies or is it the sales people that represent them? While a rolodex filled with key clients is inspiring, who’s to say that a company will want to switch their accounts to a sales persons’ new employer? Maybe it was not the sales person that sold them in the first place. Perhaps it was their company’s reputation.

It is a well debated issue that while contacts and networking are imperative in any business development situation, these contacts might not follow the established sales person as they continue their career with an alternate organization. Is it possible to bring on a sales person and guarantee that they will be a success for your organization?

Obviously there are no guarantees. I often try to explain to clients that while a book of business sounds impressive, there are other ways of gauging a sales person’s previous performance that might help to better establish their worth to a new company. It is recommended that in addition to a client list a prospective candidate provide a valid tally of fees generated for past years. This information coupled with excellent job tenure and references should be a solid foundation to start from. I also suggest that a fair ramp up time is necessary for any Sales Person to prove successful. Instant results are a rarity in any sales arena.

So is this “book of business” a fact or fantasy? If a sales person has historically brought in business in the past, they most probably will be a money maker for you. Only time and the support of strong company, will tell.

Susan Burden is a Vice President at Executive Alliance. Executive Alliance, an international recruitment firm, is the leading provider of human capital (recruiting) services to the Credit, Collections and Call Center Management industries. Our clients-major financial institutions, telecommunications companies, utilities and service organizations-have chosen to partner with Executive Alliance because of our proven ability to attract, identify and recruit exceptional talent. Additionally, clients and candidates alike can expect the highest level of industry knowledge, customer service and ethical conduct. Executive Alliance is the exclusive staffing partner of insideARM.com.