Finding and Hiring Sales Professionals | Webcast
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Transcript of Finding and Hiring Sales Professionals | Webcast
![Page 1: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/1.jpg)
Finding and hiring sales professionals
![Page 2: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/2.jpg)
![Page 3: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/3.jpg)
![Page 4: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/4.jpg)
FALSE
Great salespeople are matched to the sales job.
![Page 5: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/5.jpg)
Agenda
ü A look into U.S. / Canada sales job market ü The hiring process for sales
ü Tools for creative recruiting ü What sales professionals really care about ü Q & A
![Page 6: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/6.jpg)
An inside look
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B2B Sales -“Supply and Competition”
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Finding sales talent where it’s scarce
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1. Create a talent brand narrative
The story of "what it's like to work here."
![Page 10: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/10.jpg)
2. Publish industry-relevant stories on LinkedIn
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3. Prospect in "high supply" areas
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4. Interview for attitude over experience
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ü Heart of Silicon Valley ü Experiencing hyper growth ü Fierce competition for Sales professionals
Solution? The Apttus Sales Academy
![Page 14: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/14.jpg)
Migration by region
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The hiring process
![Page 16: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/16.jpg)
The sales hiring process
ü Research the position
ü Describe the position
ü Creative recruiting
ü Interviewing
![Page 17: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/17.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Identify winning skills and character traits
• Former customers • Current customers • Above-average performers • Top sales performers
![Page 18: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/18.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The successful candidate will be a high-‐energy, self-‐mo9vated individual with a strong dedica9on to
customer service."
• Concentrate on specific skills
"This job requires the ability to conduct in-‐depth technical conversa9ons with IT directors in order to
define customized solu9ons.”
![Page 19: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/19.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The successful candidate will be a high-‐energy, self-‐mo9vated individual with a strong dedica9on to
customer service."
• Concentrate on specific skills
"This job requires the ability to conduct in-‐depth technical conversa9ons with IT directors in order to
define customized solu9ons.”
![Page 20: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/20.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The successful candidate will be a high-‐energy, self-‐mo9vated individual with a strong dedica9on to
customer service."
• Concentrate on specific skills
"This job requires the ability to conduct in-‐depth technical conversa9ons with IT directors in order to
define customized solu9ons.”
![Page 21: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/21.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Avoid hiring salespeople from direct competitors
Your three best sources:
1. Non-salespeople from your industry (including competitors)
1. Salespeople from similar companies in different industries
2. University and college grads
![Page 22: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/22.jpg)
Top schools and fields of study Top schools Top fields of study
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ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Confirm your candidates have the right character traits
“What’s your greatest achievement?”
![Page 24: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/24.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Confirm your candidates have the right character traits
“What’s your greatest achievement?”
![Page 25: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/25.jpg)
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Confirm your candidates have the right character traits
“Write down two achievements from grade school, two from high school,
two from college, and two from post-college.
Now, tell me which you’re most
proud of.”
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LinkedIn Alumni Tool linkedin.com/edu/alumni
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LinkedIn Alumni Tool linkedin.com/edu/alumni
![Page 28: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/28.jpg)
Fred Sanders Mallory Jones
Bill Rogers Ali Burlingame
Sam Smith Calvin McIver Tom Pa>erson
Sarah Vu Tammy Francis Stu Patrick
LinkedIn Alumni Tool linkedin.com/edu/alumni
![Page 29: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/29.jpg)
What matters to Sales people
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All sales professionals – U.S.
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Female sales professionals – U.S.
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Engineering professionals – U.S.
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In Summary
![Page 34: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/34.jpg)
WHERE
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HOW
![Page 36: Finding and Hiring Sales Professionals | Webcast](https://reader034.fdocuments.in/reader034/viewer/2022051609/547e7464b379596f2b8b5475/html5/thumbnails/36.jpg)
WHICH
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What
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Thank You