How To Hire Sales Stars Every Time Webcast 01 21 10
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Transcript of How To Hire Sales Stars Every Time Webcast 01 21 10
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: [email protected]:
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