Sales Management Recruiting Topic 16 Recruiting is Important Significant Cost Mistakes are Costly Time Cost Too little recruiting Too much recovering Recruiting Steps Analyze the Sales Job Determine Job Qualifications Recruit Candidates Select Prospects Validate the Recruiting Process Analyzing Sales Jobs Good, Bad & Ugly Multiple Sources Job Description Job Qualifications Legal Risks Too Strict can Hurt Compare to current success Sales Experience Technicians vs Salespeople Recruiting Number of Applicants Calculation Internal Sources External Sources Selecting Prospects Application Forms Personal Interviews Testing Warnings Not wanting to sell Marketing or Manager Assertiveness Hire for the current job Good evaluation system 30, 60 & 90 day goals Validate After the Fact