Throughout my career, people have often said to me, “I can’t believe you’re not in sales!” My response has always been, “I do work in sales—I work in human resources.” That response usually gets some puzzled looks, but the truth is, HR professionals and sales professionals are more alike than people realize. The processes, the skills, and even the goals often mirror each other. Yet, many in HR don’t see themselves as sales and marketing professionals. Instead, we can get bogged down by the task list, losing sight of the bigger, more strategic picture. This is where we need to shift our thinking.

By applying Proven Sales Techniques to our HR processes, we can transform how we attract, engage, and retain talent, ultimately creating high-functioning teams in rapidly growing companies.

Let’s break it down:

In Sales, We Qualify Leads. In HR, We Screen Candidates.

Sales teams evaluate leads to determine which prospects are most likely to become paying customers. Similarly, in HR, we screen candidates to find the best fit for our roles. But there’s a catch—just like sales, this isn’t just about filling a pipeline. It’s about ensuring each candidate aligns with the company's values and mission, just as a qualified lead aligns with the product’s value proposition. Applying Proven Sales Techniques ensures we’re not just checking boxes—we’re strategically building the right team.

In Sales, We Nurture Leads. In HR, We Engage Candidates.

Sales teams don’t stop at lead generation—they nurture relationships, building trust and keeping leads warm. HR professionals do the same by maintaining open communication with candidates throughout the recruitment process. The best candidate experiences don’t happen by accident; they’re designed with intent. By adopting a sales mindset, we engage talent in meaningful ways, ensuring the best hires are excited to join our rapidly growing companies.

In Sales, We Close Deals. In HR, We Make Job Offers.

Closing a deal in sales is like making a job offer in HR—it’s where all your effort pays off. A successful negotiation, whether with a potential customer or a top candidate, requires knowing their needs and crafting the right offer. This is where applying Proven Sales Techniques can make all the difference, ensuring the candidate accepts the offer, much like a customer agrees to a purchase.

In Sales, We Onboard Clients. In HR, We Onboard Employees.

A smooth onboarding process is crucial in both sales and HR. Whether you're bringing in a new client or a new hire, the onboarding experience sets the tone for the relationship moving forward. By applying Proven Sales Techniques to employee onboarding, we ensure new hires feel welcomed, informed, and ready to contribute, creating a foundation for high-functioning teams.

In Sales, We Follow Up for Customer Retention. In HR, We Implement Retention Strategies.

Just as sales teams check in with customers to ensure their satisfaction, HR implements strategies to retain employees. The goal is to build long-term loyalty, whether it’s with a client or an employee. By treating retention as an ongoing sales strategy, HR can proactively address concerns, provide growth opportunities, and ensure employees remain engaged with the company’s mission and vision.

In Sales, We Track Performance. In HR, We Manage Performance.

Sales teams are data-driven, tracking performance to ensure they meet or exceed targets. HR should approach employee performance in the same way. Proven Sales Techniques include setting clear goals, providing feedback, and regularly measuring success—all of which lead to high-functioning teams that are motivated and aligned with company objectives.

In Sales, We Handle Objections. In HR, We Manage Employee Concerns.

Handling objections is a key part of sales. In HR, managing employee concerns is just as critical. Whether it’s addressing conflicts, improving workplace culture, or navigating challenges, HR professionals can learn from sales by listening carefully, understanding the problem, and finding solutions that work for both the individual and the company.

In Sales, We Build Brand Loyalty. In HR, We Build Employer Branding.

Sales teams focus on building brand loyalty to keep customers coming back. In HR, we build employer brands to attract and retain top talent. Your company’s reputation as an employer is your product, and the way you market it to potential candidates determines whether you’ll attract the best talent. Applying Proven Sales Techniques to employer branding ensures you stand out as an employer of choice.

In Sales, We Upsell to Increase Value. In HR, We Develop Employees to Unlock Potential.

Just as sales professionals upsell to provide more value to their customers, HR develops employees to unlock their full potential. Whether through training, mentorship, or career development programs, HR’s role is to maximize the value each employee brings to the company, much like a salesperson maximizes the value of each customer.

Shifting the Perspective: HR is Sales

In HR, we often focus on getting through the task list, but we sometimes forget the strategic role we play in building high-functioning teams and driving company growth. Sales professionals are focused on growth—and so are we. By thinking of ourselves as sales professionals, we can slow down, be more strategic, and create the kinds of teams that help rapidly growing companies thrive.

So, to all the HR professionals out there: You are in sales. Your product is the employer, and your talent pipeline is your customer base. By applying Proven Sales Techniques to your HR processes, you’ll build better teams, foster deeper engagement, and ensure long-term success for your organization. It’s time to embrace the sales mindset and start thinking bigger!