The proven 7 step process to recruiting top salespeople
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Steps to Recruit Top Salespeople THE CENTER FOR SALES STRATEGY 7
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Transcript of The proven 7 step process to recruiting top salespeople
Steps to Recruit Top Salespeople
THE CENTER FOR SALES STRATEGY
7
When it comes to recruiting superstars, some people just seem to have the magic touch! I have the pleasure of working with quite a few sales managers who have this gift, but one, in particular, stands out of the crowd. She rarely misses!
THE CENTER FOR SALES STRATEGY
She has low turnover on her sales team
When she has a vacant seat to fill, she fills it in record time
She finds highly talented people
She is willing to onboard and train well
She follows a clear, consistent process and does not allow herself to take shortcuts
THE CENTER FOR SALES STRATEGY
How does she do it?
She follows these seven steps:
THE CENTER FOR SALES STRATEGY
The Most Effective Interview Questions to Determine Fit
1.
THE CENTER FOR SALES STRATEGY
FILL YOUR FUNNEL
Use LinkedIn. Frequently seek referrals. Always be looking.
The Most Effective Interview Questions to Determine Fit
2.
THE CENTER FOR SALES STRATEGY
FIELD INTEREST
Screen for talent using a Sales Talent Screener. Check out the candidate online. Have an initial conversation.
The Most Effective Interview Questions to Determine Fit
3.
THE CENTER FOR SALES STRATEGY
ACTIVELY PROSPECT
Remember, the best candidates are probably not looking for a new position. Talk to people who aren’t looking! Gauge their interest, discuss interview process if appropriate.
The Most Effective Interview Questions to Determine Fit
4.
THE CENTER FOR SALES STRATEGY
FACE-TO-FACE INTERVIEW
Include other managers and HR. Ask “fit” questions. Actively listen. Resist the temptation to do all the talking and sell the opportunity.
The Most Effective Interview Questions to Determine Fit
5.
THE CENTER FOR SALES STRATEGY
STRUCTURED TALENT INTERVIEW
Provide the candidate with the purpose of the structured talent interview. Advise them to not try to “beat the test.”
The Most Effective Interview Questions to Determine Fit
6.
THE CENTER FOR SALES STRATEGY
TALENT FEEDBACK
Learn about the candidate based on their responses. Discuss their fit within the company, position, accounts, and style.
The Most Effective Interview Questions to Determine Fit
7.
THE CENTER FOR SALES STRATEGY
DECISION TIME!
If the talent and fit are right, make an offer or add them to your talent bank and nurture their interest until the time is right.
The Most Effective Interview Questions to Determine Fit
Consistency is key in recruitment and selection. Use this as a framework,
and if you need additional help, download our
ebook: The Most Effective Interview Questions to
Determine Fit
THE CENTER FOR SALES STRATEGY
