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How to hire #badasses not #sadasses

Recruiting for salespeople in the 21st

Century

Keenan

President/A Sales Guy

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What Do We Hire For?

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GPA’s Are Worthless as a criteria for hiring criteria and testscores are worless – Laszlo Bock

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Optimism?

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Experience

Not so fast!

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Past performance may not be indicative of future

results!

Therefore, you should not assume that the future performance of any specific investment or investment strategy will be profitable or equal to corresponding past performance levels. Each investment decision you make should be determined with reference to the specific information available for such investment, and not based upon the success of past recommendations.

We Can Learn From The Financial Industry

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Past performance may not be indicative of future

results!

Therefore, you should not assume that the future performance of any specific candidate will be successful or equal to corresponding past candidate performance levels. Each candidatedecision you make should be determined with reference to the specific information available for such candidate, and not based upon the success of past recommendations.

If It’s Good Enough For The Financial IndustryIt Should Be Good Enough For Us

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It’s Not What They’ve Done, But What They Can Do

Expertise

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Critical Success Factors

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What Does Success Look Like?1. What exactly do they have to be good at? 2. They will fail if they’re unable to do what?3. What are the specific elements of the job a

candidate MUST prove they can do extremely well?

4. (notice I never once say, have done)5. Identify the JOB’S critical success factors.

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Data Tells the Story. Get it if you Can!

• Use DATA to build CSF’s • What behaviors, skills and traits most

correlate to success. • Look at your top performers, what are

they doing? • Don’t be biased, be open.

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The key is in HOW they do it.

HOW!

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Use Questions to Dig for the CSF’s

• It’s all about what you ask• Interview questions are the key!• Dig deep into behaviors, philosophies,

approaches• Questions must align with CSF’s, • KNOW WHAT YOUR TRYING TO

DETERMINE!

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How and CSFs1. Tell Me About your approach to getting in front of

executives?2. Tell Me About your approach to giving demos?3. Tell Me How you overcome price objections? 4. How do you move deals through the sales

process?5. Walk me through your discovery process?

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Know the Answers1. What does a great sales

process look like?2. What is a killer demo?3. How do you define

“coachable?”4. How do you define “drive?”5. Define what a “great hunter”

does.

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Who We Are Says a Lot!

Know Their Story!

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Get to their story1. What’s your GREATEST life’s

accomplishment?2. What have you crossed off

your bucket list?3. How did you get into sales?4. Tell me about:

Winners Win Everywhere

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Expertise over Experience

21st Century Hiring

What Can They Do, Not What Have They Done? “How” is the Big Differentiator

Questions Change the Game

There is Gold in Them Stories

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I’m Out!Peace!

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Past performance may not be indicative of future results! Therefore, you should not assume that the future performance of any specific investment or investment strategy will be profitable or equal to corresponding past performance levels. Each investment decision you make should be determined with reference to the specific information available for such investment, and not based upon the success of past recommendations.

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This transparent color box is a useful option for some larger images.

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