Hiring salespeople is hazardous
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Transcript of Hiring salespeople is hazardous
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HIRING SALESPEOPLE
IS HAZARDOUS
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HIRING SALESPEOPLE
IS HAZARDOUS WORK
Does hiring the right salespeople
seem really hard? seem really hard?
You are not alone…
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HIRING SALESPEOPLE
SCARY STAT#1
According to ESR research after only
2 years 80% of new sales hires have 2 years 80% of new sales hires have
either left the company or are not
hitting targets.
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HIRING SALESPEOPLE
SCARY STAT#2
40% of sales hires fail according to
the book “Topgrading for Sales: the book “Topgrading for Sales:
World-Class Methods to Interview,
Hire, and Coach Top
SalesRepresentatives”
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HIRING SALESPEOPLE
SCARY STAT#3
CSO Insights survey shows 70% of
companies take more than 7 months companies take more than 7 months
to ramp up newly hiring salespeople
(25% said it took more than a year).
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COME ON PEOPLE
TRY HARDER
Why aren’t people trying harder to
get it right? get it right?
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THERE ARE HEAPS
OF TOOLS
Applicant tracking systems
Resume filtering softwareResume filtering software
Phone interviews
Behavioural interviews
Assessment & Psychometric tests
Reference & background checking services
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ARE REALLY LOW
So what’s going on?
AND STILL SUCCESS RATES
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YOU TAKE IT FOR A TEST DRIVE
WHEN YOU BUY A CAR
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TAKES ON A NEW PLAYER
WHEN A PRO SPORTS TEAM
THEY SEE THEM PLAY FISRT
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WITHOUT SEEING THEM
SO WHY HIRE A SALESPERSON
SELL FIRST?
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UNDER PRESSURE IS A GREAT
OBSERVING SOMEONE
WAY TO ASSESS FUTURE
PERFORMANCEPERFORMANCE
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5 CORE SKILLS
1. Quickly build trustworthy relationships
2. Ask questions to discover problems
TOP SALESPEOPLE EXHIBIT
2. Ask questions to discover problems
3. Making persuasive recommendations
4. Helping people overcome purchasing risk
5. Having strong motivations to win
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CANDIDATES STACK UP?
HOW WOULD YOUR
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BEFORE YOU HIRE
Before you hire...
you should observe candidates to see
GET PROOF
you should observe candidates to see
how each person performs...
UNDER PRESSSURE.
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IN REAL SELLING SITUATIONS
Sales simulation exercises are an
intuitive, easy to understand method
PLACE SALES CANDIDATES
intuitive, easy to understand method
to assess salespeople.
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SELLING BEFORE YOU HIRE THEM
SEE YOUR SALES CANDIDATES
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WATCH A SAMPLE CALL AT
SEE FOR YOURSELF
WWW.SIMBERRY.COM