Recruiting the right salespeople for your company is a daunting task. Having the ability to identify, attract, interview and retain top performers is crucial.
How do you know you are attracting and talking to the right candidates?
How do you pinpoint the skills and talent to meet or exceed sales quota?
How do you identify the people with the personality to thrive in your company culture?
To help companies find top sales talent, we use the Sales Talent Acquisition Routine
(S.T.A.R.). This highly advanced system was developed specifically to match the best salespeople to specific business needs. The method follows a set of defined modules designed to pinpoint the exact type of sales talent your company needs, then outlines how to vet candidates to find the right “A” players for your organization.
The modules include:
Module 1: Why Are Salespeople Different?
Define why salespeople are different from other employees and what challenges need to be overcome to find the right sales talent.
Module 2: Why Salespeople Struggle in Your Business.
This module uses a pre-training worksheet to identify the reasons why you experience problems in recruiting for sales.
Module 3: What to Look for in a Successful Salesperson.
The goal of this module is to marry your priorities and strategies to identify the ideal salesperson based on behaviors, attitudes, skills and environment. During this module you also identify the minimum technical experience required for a new sales hire.
Module 4: Find and Attract Salespeople who will Succeed in Your Business.
In this module you learn the skills to source candidates in transition, including:
- How to attract enough candidates with limited time and resources.
- Alternative resources for sourcing talent.
- A proven process for writing and placing recruitment ads that will attract more qualified candidates.
Module 5: How to Use Automation to Save Time.
Properly used automation saves you a tremendous amount of time in the sales recruiting process. Learn how applicant-tracking systems and automation with Outlook, can eliminate hours of looking at resumes and get you talking only to hirable candidates.
Module 6: How to Use a Sales-Specific, Pre-Employment Assessment.
Learn to use the Express Screen Tool by Objective Management Group (OMG). This sales-candidate specific tool provides the highest level of accuracy when it comes to candidate success rates. In fact, 96% of the recommended candidates that were hired succeeded (compared to 75% of the candidates that were not recommended but hired anyway and failed.)
Module 7: How to Use Resume Information.
The goal of this module is to learn to read between the lines of resumes to know what to explore and what to ignore.
Module 8: Use Phone Interviews to Qualify Candidates in Less Than 5 Minutes.
The phone interview is the first step in the hiring process in which you actually have to invest some time! Learn how to use a systematic approach to phone interviews to weed out the wrong candidates, and stay in check with EEOC Guidelines.
Module 9: What to Look for During the Interview.
Learn what an interview is and what it is not. Effectively meet, observe and question a viable candidate to get a preview of how effectively they will perform under pressure without wasting time verifying information from the application.
Module 10: Compensation, Documentation and the Job Offer.
This module does not attempt to create a new compensation plan but instead provides a reality check by exploring the hard and fast rules of compensation plans for salespeople.
Module 11: The Final Interview.
In this module we guide you on what not to do, what to look for, and how to proceed once you find a candidate you would like to hire.
Module 12: The First 90 Days – Managing a New Salesperson.
This module explores the topics that must be addressed during the first 90 days of the salesperson’s employment, including:
- Comprehensive product and/or service training
- Typical applications
- Typical customers/clients
- Typical markets
- Problems solved by the company’s product/service
- Comparison to the competition
- Company philosophy
- Organizational structure
- The salesperson’s role in the company
- The growth opportunity, if any
- Where to go for help or ideas
Module 13: Who Does What?
This final module addresses the sales recruiting process and assigns responsibilities and actions to each team member.
Ready to take the next step and learn more about the effectiveness of our sales force recruiting process? Contact us today!