Recruiting a Top-Notch Sales Team: Newly Discovered Approaches
11
SELLING TO A SALESPERSON Recruiting a top-notch sales team gan McCune, MBA, SPHR, GPHR Northwestern Mutual
Transcript of Recruiting a Top-Notch Sales Team: Newly Discovered Approaches
SELLING TO A SALESPERSONRecruiting a top-notch sales team
Logan McCune, MBA, SPHR, GPHR Northwestern Mutual
NORTHWESTERNMUTUAL
STRATEGICCONSIDERATIONS
TACTICALEXECUTION
AGENDA
BURNING QUESTIONS
“HIRING GREATSALES TALENT IS
BRUTALLY HARD.”SellingPower
"We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But … the correlation's almost zero. It's really quite remarkable.”
Daniel Pink in To Sell is Human
NORTHWESTERNMUTUAL
STRATEGICCONSIDERATIONSOVER
ALL
CULTURE
PHILO
SOPH
Y
EXECUTION
TACTICALEXECUTION*McCune, L. (2013). Global recruiting – align your recruitment strategy with your organizational goals and the global market . Global HR
Practitioner Handbook, 153-168.
Adam Grant in Give and Take
“It didn’t matter whether the salespeople were conscientious or carefree, extroverted or introverted, emotionally stable or anxious, and open-minded or traditional. The defining quality of a top salesperson was being a giver.”
[email protected] 503-445-5433
