I was asked to participate on the Hiring and Onboarding Panel at the AA-ISP's Annual Leadership Summit in Chicago. Attached is my portion of the presentation; you can access the entire presentation at Factor 8's website.

1. Learn • Share • Network

2. Learn • Share • Network
Hiring – Art or Science?
Inside Sales Team
MGR Playbook
Table of Contents
1. Goal of team
2. Expectations
3. Metrics – Quant
& Qual
4. Onboarding
a) Hiring Bench
5. Training
6. Team Processes

3. Hiring – it’s continuous
4 Key Areas
•Company Onboarding
•Team Onboarding
•Measure!
•Initial Training
•Your product/service
•Ongoing training
•Sales
•Measure!
•Are you continually
recruiting?
•Are you continually
interviewing?
•Reflect your culture?
Make people want to
work for/with you?
JD’s Networking
OnboardingTraining

4. Learn • Share • Network
Hiring – the Moneyball Approach
Measure!
Drive • Fire in the belly (JD)
Ambition • Do they want to succeed?
(Networking/Onboarding)
Integrity
• Are they willing to do it
the right way?
(Onboarding/Training)

5. Learn • Share • Network
Resources
www.salesdrive.info
http://www.slideshare.net/eCoastwill/moneyball-
for-inside-sales-hiring-14207282
http://www.insidesales.com/insider/insidesales-
com/like-moneyball-sales-data-wins-the-day/
www.bridgegroupinc.com
www.realityworksgroup.com
*35m results using Inside Sales Hiring Best Practices
There are plenty out there!*

6. Learn • Share • Network
Contact information
DIONNE MISCHLER
Director of Sales
HireRight
@dionnemischler