If you knew you could not fail, howmany salespeople would you hire?

Scott Smeester303.893.6628

Learn a System That: Removes the guesswork Saves time and money Increases confidence Eliminates hiring mistakes Attracts better candidates Is reliable and repeatable Optimizes chances of

success Reduces turnover Creates environment of

successScott Smeester

303.893.6628

Time Reviewing resumes Interviewing Training Managing

Money Training Expenses – leads, phone, etc. Lost salary

Intangible

Scott Smeester303.893.6628

A. Number of that didn’t work out: 5 salespeople

B. Approximate number of people interviewed: 10 interviews

C. Average time of interviews (hrs): 1 hour

D. Value of my time ($ per hour): $100/hour

E. Cost of Interviewing = A * B * C * D = $5000

Scott Smeester303.893.6628

F. Average monthly base salary you pay salespeople: $5000

G. Average number of months of employment of salespeople no longer with company: 10 months

H. Cost of Payroll = A * F * G = $250,000

Scott Smeester303.893.6628

M. Hours of personal time invested in training, managing and coaching one salesperson: min. 40 hours

N. Average cost of outside training per salesperson: $1000

O. Cost of Training = (M * H * A) + (N * A) = $25,000

Scott Smeester303.893.6628

P. Recruiter fees paid: $20,000

Q. Cost of leads: $5000

R. Cost of phones bills and/or contact lists: $1000

S. Advances and/or commissions paid in advance on non-collected accounts: ??

T. Cost of travel and /or reimbursed expenses: ??

U. Hard Costs = P + Q + R + S + T = $26,000Scott Smeester

303.893.6628

TOTAL COST = I + L + O + U

$306,000

Scott Smeester303.893.6628

Download: Cost Benchmark Worksheetfor Sales Recruitinghttp://www.Smeester.com

Download: Cost Benchmark Worksheetfor Sales Recruitinghttp://www.Smeester.com

Scott Smeester303.893.6628

Resumes Interview 1 Interview 2

PersonalityTest

Hire basedon feeling

New hire to the fire

Eliminate candidates that CAN’T

and WON’T Sell…

Profile position Create effective ad Assess candidates* Phone screening Powerful interview process

Scott Smeester303.893.6628

Scott Smeester303.893.6628

Scott Smeester303.893.6628

Critical Elements of Success Desire Commitment Outlook Responsibility

Scott Smeester303.893.6628

5 Major Weaknesses Buy cycle Need for Approval Emotions Money tolerance Record collection

Is this candidate hirable - YES or NO?!?

Is this candidate hirable - YES or NO?!?

Scott Smeester303.893.6628

Scott Smeester303.893.6628

Scott Smeester303.893.6628

Scott Smeester303.893.6628

Scott Smeester303.893.6628

Scott Smeester303-893-6628

Email: scott@smeester.comWebsite:

www.Smeester.com

Forms seen on this webcast Questions Pre-hire Screen Assessments Sustainable Sales and Marketing Systems

Hiring unbeatable sales teams Major account development Online marketing and sales Strategic Planning