smart sales hiring - ppai expo sales hiring 2018.pdf · the effective interview •every...

Smart Sales HiringHire the RIGHT Salespeople For YOUR Company!

You can succeed at Smart Sales Hiring!

• Master the ELEMENTS of Smart Sales Hiring!

• The “Elements” are characteristics of a quality hire.

• ANYONE can master and execute the Elements.

ELEMENT ONE:NEVER HIRE FROM A

POOL OF ONE!

Common Causes of Failed Sales Hire• Availability Hires

• Gut Instinct Hires

• Friend Referrals

• Industry Experience Required

ELEMENT TWO:REMAIN EMOTIONALLY

DETACHED!

The Number to Remember!

63

A Stat to Remember!

• 63% of all Sales Hiring Decisions are made within the first 5 minutes of meeting the candidate!

ELEMENT THREE:SPOT THE RED FLAGS!

IGNORING RED FLAGS!People will show you or tell you how they will fail – are you paying attention?

Common Reason for Failed Hires:

What You’re Up Against

ELEMENT FOUR:USE A WINNING PROCESS!

A Word About Compensation

• Straight Commission is DEAD

• Salespeople want investment

• Ideal Comp:Salary (living) + Commission (lifestyle)+ Bonus (overachievement)

Establish a Process

• Build a Wide Candidate Pool

• Simple Resume’ Screen

• Resume’ Focused Interview

• Due Diligence

• Behavioral Interview

ELEMENT FIVE:SEEK TO EXCLUDE FIRST –

THEN INCLUDE

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Quick Resume’ Screening

• 3 out of 5 years at the same job

• Allied Sales Experience

• Accomplishment

The Effective Interview• Every salesperson tells a story with their

resume’..• Ask detailed questions, focus on numbers. • Ask about sales numbers, % of quota,

income, salary vs. commission, etc. Make the numbers MATCH!

• The rule: If they can quantify it, if they can explain how they did it, and if they can prove it, then the accomplishment really happened.

• PEOPLE WILL TELL YOU HOW THEY WILL FAIL!

Resume’ Focus Questions• Describe Your Job Duties.• How was your performance measured?• How did you perform against those

measurements?• What was your income starting and year

by year?• Explain this accomplishment – how did it

happen?• Your questions from the resume’ review

Due Diligence

• A. Reference Checks

• B. Education Credentials

• C. Criminal History

• D. Past Employers

• E. Driving Record Report

• F. Social Security Verification

• G. Credit Reports – CAUTION

• H. Social Networking

Behavioral Interviewing

• Behavioral interviewing seeks to establish job fit by matching past situations and actions to likely future situations

• “Tell me about a time when you….”

• Proper answer – STAR: Situation, Task/Action, Result

• Press for DETAILS – “What I did,” not “What I would do”

Review the Elements

• 1. Never Hire from a Pool of ___________.

• 2. Remain ____________ Detached.

• 3. Spot the _____________ __________.

• 4. Use a Winning _________________.

• 5. Seek to __________ First.

FREE Offer• I’m offering a FREE sales strategy

review to any company represented here! We’ll cover:

• Sales strategy

• Goals/Compensation

• Staffing

• Management plan

• Targeted customers

• And more!

Please complete your session evaluation now to receive credit for session

attendance.