1 of 31

Slide Notes

DownloadGo Live

Recruit the Best™

Published on Nov 23, 2015

How to recruit and hire the best salespeople - high-activity salespeople - sourcing • screening • profiling • interviewing • system/processes/tools/skills - to make the best decision. Recruit the Best™

View Outline

MORE DECKS TO EXPLORE

PRESENTATION OUTLINE

1.

Recruit the Best

Salespeople
2.

DO YOU KNOW?

3.

THE TRAITS

MOST IMPORTANT TO LOOK FOR
Photo by Pavel P.
4.

WHERE TO FIND

CANDIDATES
Photo by Werner Kunz
5.

WHAT TO RECRUIT

FIRST
Photo by familymwr
6.

THE TRAITS

7.

High-Activity Sales PROFESSIONAL

  • Sales cycle - 90 days or less
  • Sells to new prospects every week
  • Achieves results beyond minimum levels
  • Builds customer advocates & referrals
  • Has low or "0" returns
Photo by Hans Hamburger
8.

Untitled Slide

9.

Untitled Slide

10.

Untitled Slide

11.

Untitled Slide

12.

Untitled Slide

13.

Untitled Slide

14.

THE BEST SOURCES

15.

PERSONAL NETWORK

16.

OTHER SOURCES

17.

Recruit WHAT

18.

Untitled Slide

19.

Untitled Slide

20.

benefits

reputation - customer loyalty - repeat purchases - lower turnover
Photo by Gayla Baer
21.

BONUS - HOW TO MAKE A DECISION

22.

HOW TO MAKE

A DECISION
Photo by debtony
23.

Untitled Slide

24.

Untitled Slide

25.

Screening Tools

  • Resume
  • Phone
  • Application
  • E-mail
  • In-person
Photo by Thomas Hawk
26.

Profiling Tools

  • Validated assessment
  • Overall compatibility score
  • Primary trait scores
  • Sales skill tendencies
  • Anti-faking mechanism
27.

Interviewing Tools

  • Structured questionnaires
  • Anchor and layered questions
  • Scoring
  • CAMPS coverage
  • Initial, reference, final, team
Photo by lvnte
28.

use a

MATCHING SCORE SHEET FOR DECISIONS
Photo by FutUndBeidl
29.

Score

30.

GREATER PREDICTABILITY

  • SOURCING BETTER CANDIDATES
  • SCREENING FOR CAMPS™
  • PROFILING FOR HARD-WIRING
  • INTERVIEWING FOR CAMPS™
  • SCORING WITH MATCHING SHEET
Photo by NASA's Marshall Space Flight Center
31.

Recruit the Best

Salespeople

Lance Cooper

Haiku Deck Pro User
http://www.salesmanage.com