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1
Recruiting The
Best Team
Members

A Best-Practice
Recruiting
System

2
Hour 1

WHAT do I look for to choose the best from the rest?
Selling in a high-activity, high-rejection environment

3
Hour 1

HOW do I look for the best traits and skills?
A best practice recruiting Process

4
Hour 2

CTS Sales Profile Workshop
Using Science to Measure Hard-wired Personality Traits

5
Hour 3

WHERE do I find enough of the best candidates?
Building a Recruiting Referral Network

6
Hour 3

Interview Skills Workshop
Attract the Best, Reject the Rest

7
550+ Agents
Coach 1-3 agents daily
Managers at 30+
Financial Services Companies

Info available at my resource table
8
9
Would you invest $80,000

Current Winnings:
$5,318,000

Brandt
Snedeker
No. 5 PGA Money List

10
Would you invest $80,000

Clint Suggs
PGA Golf Teacher

11
Difference

2 strokes

$5,218,000

12
Which one
can sell?

13
cost of 1 bad
hire?
lost
renewals

licensing

$70,000
(Curtis Gilbert)

low
morale

training

lost
sales
14
15
Mike Powell 29’, 51/2”
16
There is a “best practice” form and
workout for jumping maximum
distance.
17
Unless we know what perfection
looks like, we’ll measure everyone
against mediocrity.
18
Recruiting Mindset ...
Olympic

High School

CHAMPIONS

19
Recruit the Best Team
Who Can Sell ... there is
A recruiting system with

•Processes
•Tools
•Skills

Searching Methods

Sc...
WHAT ARE THE TRAITS OF THE BEST
TEAM MEMBERS WHO CAN SELL IN
TODAY’S ENVIRONMENT?

21
Best Salesperson Profile
5 Dimensions

attitudes
1/5 motivations
1/5 character
1/5 personality
1/5 sales skills
1/5

22
1/5

Attitudes

positive self image as a
salesperson

passion for solving problems
using your products

23
Attitudes
positive self image as a
salesperson
1/5

The products they own and the process
they used to purchase them revea...
Attitudes
positive self image as a
salesperson
1/5

A person’s buying habits tell you the
image they have of salespeople. ...
1/5

Attitudes

What has been your experience with
purchasing or selling products like we
sell, or your experience with de...
1/5

Motivations

2 motivating factors of top salespeople

Income and the things it provides

Competition / Recognition

2...
1/5

Motivations

Character, Skills &
Personality
to Move Forward

28
1/5

Motivations

What are some current and
long-term needs that will be
satisfied if you do this job well?

29
1/5

Motivations

In order of priority, what are the 3
most important things in your life
right now?

30
1/5

Character

learned from environment

parents
culture
relationships
employment
education

31
1/5

Character

learned from environment

top character traits
honesty
work ethic
concern for others
personal responsibili...
The Path to Character Development
Honesty

Concern for Others

Teaching

Work Ethic

Responsibility

eco the patterns of c...
Attitudes, Motivation, Character

Measure Attitudes, Motivation, and Character using
questions that get candidates to tell...
Attitudes, Motivation, Character
“Who had the greatest influence on you when
growing up?”

“What he/she they teach you abou...
1/5

Personality

genetic

Determines
ways we react
to our
environment
and
circumstances

36
1/5

Personality

genetic

Tasks that are
aligned with
our hard-wired
traits energize.

37
1/5

Personality

genetic

Tasks that are not
aligned with our
hard-wired traits
drain our energy.

38
1/5

Personality

genetic

Impacts ...

•
•
•
•

Resiliency to Rejection
High Sales Activity Focus
Conversion of personal ...
1/5

Personality

genetic

Top personality traits
Deadline Motivation

Assertiveness

Independent Spirit

Self-Promotion

...
Low levels of Character traits cause the negative side of our personality to emerge.

character

High levels of Character ...
1/5

Sales Competencies

learned by training and experience

prospecting/networking
setting/holding appointments
fact findi...
1/5

Sales Competencies

learned by training and experience

What sales training have you had?

Describe the sales process...
3 Dimensions of Sales

Sales Skills - Training in developing
relationships, gaining trust, following a sales
process

Prod...
Attitudes, Motivations,Character & Personality Traits

The Degree to which a candidate possesses the Attitudes, Motivation...
motivations

passion for product
+ image as salesperson

Income
awards / competition

personality

Concern for Others
Hone...
Hour 1

HOW do I look for the best traits and skills?
A best practice recruiting Process

47
Henry Ford
used a system

$950 dropped to $280
19 years 15,500,000 were sold
Paid - $5 daily - 2 X higher
9 hr. day to 8 h...
Searching Methods

Screening

Profiling

Interviewing
"Making Offer"

The Best
Recruits!

A system helps
us in 2 areas:

W...
Tools & Skills

Recruit the Best
System
Finding	
  Candidates
Searching Methods

resume
phone
email

Screening

CTS Sales
...
51
Gandalf
“We were walking
around blind, and
during our blindness,
our enemy returned.”
No one is forcing you to be blind. B...
Speak to me or my team member at break
Ellen Williams - “Recruit the Best”
Expert in CA

53
Hour 2

CTS Sales Profile Workshop
Using Science to Measure Hard-wired Personality Traits

54
Hour 3

WHERE do I find enough of the best candidates?
Building a Recruiting Referral Network

55
Hour 3

Interview Skills Workshop
Attract the Best, Reject the Rest

56
Hour 2

CTS Sales Profile Workshop
Using Science to Measure Hard-wired Personality Traits

57
cts l salespro le
Dr. Larry Craft

58
one passion
discovery of factors ...
predicting peak performance

59
separate race horses from plow horses

60
30 years
millions of assessments
measuring personality and motivation

61
62
cts l salespro le

63
9 Traits

64
validated for

high-activity
sales professionals

65
high-activity
sales professionals
Maintain high levels of sales activities?
Resiliency to rejection?

Network to find pros...
1

deadline motivation

67
1

deadline motivation

0

50

100
89

68
2

independent spirit

69
2

independent spirit

0

50

100
80

70
3

analytical

0

50

100

21

71
4

compassion

72
4

compassion

0

50

100

39

73
5

assertiveness

74
5

assertiveness

0

50

100

52

75
6

self-promotion

76
6

self-promotion

0

50

100

36

77
7

recognition drive

78
7

recognition drive

0

50

100

57

79
8

belief in others

80
8

belief in others

0

50

100
77

81
9

optimism

82
9

optimism

0

50

100
81

83
sales reports
recruiting

coaching

84
CTS Sales Profile Report
Reliability Index
High
Moderate
Low

I don’t understand

I don’t care
85
CTS Sales Profile Report
Response Distortion Index
Low
Moderate
High

NO FAKING ALLOWED
86
CTS Sales Profile Report

Name:

Pat Smith

Position:

SF Selling Team Member

CTS Sales Profile Score:

High (85)

Recommen...
CTS Sales Profile Report

Name:

Pat Smith

Position:

SF Servicing Team
Member

CTS Sales Profile Score:

High (75)

Recomm...
CTS Sales Profile Report
The Most Important Trait
Related to Sales Productivity

Ideal
Ranges for
Sales

Top
Agent

Candida...
CTS Sales Profile Report
Combination
Traits

Maintains
High- Activity

Work Pace
Time Management

90
CTS Sales Profile Report
Combination
Traits

Handles
Rejection

91
CTS Sales Profile Report
Combination
Traits

Network to
Find Prospects

92
cts l salespro le

Caution - Time Management Issues

Spends too much time analyzing
Deadline Motivation
Analytical

93
cts l salespro le

Caution - Time Management Issues

Spends too much time nurturing

Deadline Motivation
Compassion

94
cts l salespro le

Caution

Caution - Intimidating/cold

Assertiveness
Compassion

Character Trait - Concern for Others

9...
cts l salespro le

Caution

Caution - Intimidating/cold/pesimist

Assertiveness
Compassion
Belief in Others
Optimism

96
cts l salespro le

Caution
Likable, but methodical without a sense of urgency

Deadline Motivation
Compassion
Recognition ...
cts l salespro le

Caution
Struggles with Rejection

Compassion
Assertiveness
Self-Promotion

98
cts l salespro le

Caution
Struggles with Pivoting
Deadline Motivation
Compassion
Assertiveness
Self Promotion

99
CTS Sales Coaching Report

100
CTS Sales Coaching Report

101
CTS Sales Style Report

102
CTSSalesProfile.com
ssuggs@salesmanage.com
Special Code for
“Unlimited” Use
103
Hour 3

WHERE do I find enough of the best candidates?
Building a Recruiting Referral Network

104
Hour 3

Interview Skills Workshop
Attract the Best, Reject the Rest

105
Find and Attract
“Men wanted for hazardous journey.
Small wages, bitter cold, long months of
complete darkness.”

This ad ...
Find and Attract
“Men wanted for hazardous journey.
Small wages, bitter cold, long months of
complete darkness.”

The word...
Find and Attract
A missionary society wrote to
David Livingstone deep in the
heart of Africa and asked, “Have
you found a ...
Find and Attract
Sample	
  Wording	
  for	
  Job	
  Posting:
Salespeople	
  wanted.	
  Pat	
  Shelton	
  at	
  State	
  Fa...
The Recruiting Funnel

Searching Methods

10 strong
resumes

Screening

Profiling

3 final
interviews

Interviewing
"Makin...
Average Annual Turnover - 40%

ALWAYS be RECRUITING

Team of 3-5 - need to recruit 1-2 per year

111
ALWAYS be RECRUITING
Newton’s Law - people leave/get fired at
the most inconvenient times.

Take action to find great peop...
ALWAYS be RECRUITING
A good sales team is the enemy of a
great sales team.

When our team is full, we have a tendency to s...
To avoid the “I need somebody NOW” syndrome...

Please come
to work for
me!

...build your Recruiting Referral Network for...
Build a Recruiting Referral Network

Current Customers
Email all customers and ask them to refer friends/family
who can se...
Build a Recruiting Referral Network

Current Customers
What if I have to say,
“NO” to a customer or a
family member/friend...
Build a Recruiting Referral Network

Current Team
Use the job description mentioned earlier, and have your
team members po...
Build a Recruiting Referral Network

Directors of Networking Groups
These are the most networked people in your city. Emai...
Build a Recruiting Referral Network

Chamber of Commerce
Business After-hours Events
President Community Service Organizat...
Build a Recruiting Referral Network

Traditional Job Boards
Post job here. Career Plug, Monster, Career Builder,
SnagAjob....
Create a Source of Accountability

Pick one of these categories that you can
execute in the next 7 days. Email your
commit...
Hour 3

Interview Skills Workshop
Attract the Best, Reject the Rest

122
Developing your Interviewing Skills

Dr. Antonio Damasio Emotion is critical to
the decision process.

123
Developing your Interviewing Skills

Too much emotion
clouds logic.

124
Developing your Interviewing Skills

Critical balance
between
logic and
emotion

125
Developing your Interviewing Skills

The solution interviewing skills
using prepared
questions that
measure specific
traits...
Developing your Interviewing Skills

What causes us to
like other people?

Talking about ourselves causes us to like other...
Developing your Interviewing Skills

• Step out of the “socializing” zone and
into the “interviewing” zone.
• Take off you...
The best shine, the worst sweat.
Don’t Rescue

129
Developing your Interviewing Skills
A thorough interview process attracts strong
candidates and repels weak candidates.

•...
If a candidate asks, “How
did I do?”
Or if you do not wish to
hire the candidate, say ...

“We are looking at several cand...
More interview tips
Do not paint an unrealistic
picture of the job and the
challenges.

132
More interview tips
Remember - selling is more stressful
than the interview. If candidates can’t
handle the interview, the...
How I help you from here:

Training Resources

134
How I help you from here: CTS

On phone coaching

135
YOU have what it takes
Knowledge
Tools
Skills

RECRUIT the BEST
DON’t SETTLE for LESS
CHAMPIONS

136
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Transcript of "State farm san jose training slides final"

  1. 1. 1
  2. 2. Recruiting The Best Team Members A Best-Practice Recruiting System 2
  3. 3. Hour 1 WHAT do I look for to choose the best from the rest? Selling in a high-activity, high-rejection environment 3
  4. 4. Hour 1 HOW do I look for the best traits and skills? A best practice recruiting Process 4
  5. 5. Hour 2 CTS Sales Profile Workshop Using Science to Measure Hard-wired Personality Traits 5
  6. 6. Hour 3 WHERE do I find enough of the best candidates? Building a Recruiting Referral Network 6
  7. 7. Hour 3 Interview Skills Workshop Attract the Best, Reject the Rest 7
  8. 8. 550+ Agents Coach 1-3 agents daily Managers at 30+ Financial Services Companies Info available at my resource table 8
  9. 9. 9
  10. 10. Would you invest $80,000 Current Winnings: $5,318,000 Brandt Snedeker No. 5 PGA Money List 10
  11. 11. Would you invest $80,000 Clint Suggs PGA Golf Teacher 11
  12. 12. Difference 2 strokes $5,218,000 12
  13. 13. Which one can sell? 13
  14. 14. cost of 1 bad hire? lost renewals licensing $70,000 (Curtis Gilbert) low morale training lost sales 14
  15. 15. 15
  16. 16. Mike Powell 29’, 51/2” 16
  17. 17. There is a “best practice” form and workout for jumping maximum distance. 17
  18. 18. Unless we know what perfection looks like, we’ll measure everyone against mediocrity. 18
  19. 19. Recruiting Mindset ... Olympic High School CHAMPIONS 19
  20. 20. Recruit the Best Team Who Can Sell ... there is A recruiting system with •Processes •Tools •Skills Searching Methods Screening Profiling Interviewing "Making Offer" The Best Recruits! 20
  21. 21. WHAT ARE THE TRAITS OF THE BEST TEAM MEMBERS WHO CAN SELL IN TODAY’S ENVIRONMENT? 21
  22. 22. Best Salesperson Profile 5 Dimensions attitudes 1/5 motivations 1/5 character 1/5 personality 1/5 sales skills 1/5 22
  23. 23. 1/5 Attitudes positive self image as a salesperson passion for solving problems using your products 23
  24. 24. Attitudes positive self image as a salesperson 1/5 The products they own and the process they used to purchase them reveal their image of salespeople and their attitude toward your products/ industry. 24
  25. 25. Attitudes positive self image as a salesperson 1/5 A person’s buying habits tell you the image they have of salespeople. Do they appreciate the expertise that other salespeople provide them during the buying process? 25
  26. 26. 1/5 Attitudes What has been your experience with purchasing or selling products like we sell, or your experience with dealing with salespeople from our industry? 26
  27. 27. 1/5 Motivations 2 motivating factors of top salespeople Income and the things it provides Competition / Recognition 27
  28. 28. 1/5 Motivations Character, Skills & Personality to Move Forward 28
  29. 29. 1/5 Motivations What are some current and long-term needs that will be satisfied if you do this job well? 29
  30. 30. 1/5 Motivations In order of priority, what are the 3 most important things in your life right now? 30
  31. 31. 1/5 Character learned from environment parents culture relationships employment education 31
  32. 32. 1/5 Character learned from environment top character traits honesty work ethic concern for others personal responsibility 32
  33. 33. The Path to Character Development Honesty Concern for Others Teaching Work Ethic Responsibility eco the patterns of character we become the teacher Maturity (relationships work) (society works) Praise & Approval Disapproval & Discipline Gratification Bonded to Trait 33
  34. 34. Attitudes, Motivation, Character Measure Attitudes, Motivation, and Character using questions that get candidates to tell stories. The strength of the story helps measure the level of each trait. 34
  35. 35. Attitudes, Motivation, Character “Who had the greatest influence on you when growing up?” “What he/she they teach you about Honesty / Work Ethic / Personal Responsibility / Concern for others?” 35
  36. 36. 1/5 Personality genetic Determines ways we react to our environment and circumstances 36
  37. 37. 1/5 Personality genetic Tasks that are aligned with our hard-wired traits energize. 37
  38. 38. 1/5 Personality genetic Tasks that are not aligned with our hard-wired traits drain our energy. 38
  39. 39. 1/5 Personality genetic Impacts ... • • • • Resiliency to Rejection High Sales Activity Focus Conversion of personal and casual relationships into business relationships Intensity of setting and reaching goals 39
  40. 40. 1/5 Personality genetic Top personality traits Deadline Motivation Assertiveness Independent Spirit Self-Promotion Analytical Recognition Drive Compassion Belief in Others Optimism 40
  41. 41. Low levels of Character traits cause the negative side of our personality to emerge. character High levels of Character traits cause the positive side of our personality to emerge. Personality Traits -Negative +Positive 41
  42. 42. 1/5 Sales Competencies learned by training and experience prospecting/networking setting/holding appointments fact finding presenting solutions handling objections getting the sale getting referrals 42
  43. 43. 1/5 Sales Competencies learned by training and experience What sales training have you had? Describe the sales process you follow. 43
  44. 44. 3 Dimensions of Sales Sales Skills - Training in developing relationships, gaining trust, following a sales process Product Knowledge - Training on product’s benefits and features Sales Productivity - Training + Attitudes + Motivations + Character + Personality Traits. 44
  45. 45. Attitudes, Motivations,Character & Personality Traits The Degree to which a candidate possesses the Attitudes, Motivations, Character and Personality Traits will determine the Level at which they will perform the sales competencies. High Sales Productivity Low Sales Productivity Sales Competencies 45
  46. 46. motivations passion for product + image as salesperson Income awards / competition personality Concern for Others Honesty Strong Work Ethic Responsible Deadline Motivation Independent Spirit Analytical Compassion Assertiveness Self-Promotion Recognition Drive Belief in Others Optimism sales skills attitudes character Best Salesperson Profile Prospecting Appointments Fact Finding Presenting Handling Objections Closing Sales 46
  47. 47. Hour 1 HOW do I look for the best traits and skills? A best practice recruiting Process 47
  48. 48. Henry Ford used a system $950 dropped to $280 19 years 15,500,000 were sold Paid - $5 daily - 2 X higher 9 hr. day to 8 hr. day with 3 shifts Mass Production System - Model T every 24 seconds. 48
  49. 49. Searching Methods Screening Profiling Interviewing "Making Offer" The Best Recruits! A system helps us in 2 areas: Who to hire Who not to hire 49
  50. 50. Tools & Skills Recruit the Best System Finding  Candidates Searching Methods resume phone email Screening CTS Sales Profile initial references in-depth matching score sheet 1 20%-30% Profiling 2 20%-30% Interviewing "Making Offer" 3 20%-30% The Best Recruits! 50
  51. 51. 51
  52. 52. Gandalf “We were walking around blind, and during our blindness, our enemy returned.” No one is forcing you to be blind. Blindness is your choice. Choose to recruit with your eyes wide open. Learn “What” to look for - the 5 Dimensions Learn “How” to look for it - Use a Best Practice System 52
  53. 53. Speak to me or my team member at break Ellen Williams - “Recruit the Best” Expert in CA 53
  54. 54. Hour 2 CTS Sales Profile Workshop Using Science to Measure Hard-wired Personality Traits 54
  55. 55. Hour 3 WHERE do I find enough of the best candidates? Building a Recruiting Referral Network 55
  56. 56. Hour 3 Interview Skills Workshop Attract the Best, Reject the Rest 56
  57. 57. Hour 2 CTS Sales Profile Workshop Using Science to Measure Hard-wired Personality Traits 57
  58. 58. cts l salespro le Dr. Larry Craft 58
  59. 59. one passion discovery of factors ... predicting peak performance 59
  60. 60. separate race horses from plow horses 60
  61. 61. 30 years millions of assessments measuring personality and motivation 61
  62. 62. 62
  63. 63. cts l salespro le 63
  64. 64. 9 Traits 64
  65. 65. validated for high-activity sales professionals 65
  66. 66. high-activity sales professionals Maintain high levels of sales activities? Resiliency to rejection? Network to find prospects? 66
  67. 67. 1 deadline motivation 67
  68. 68. 1 deadline motivation 0 50 100 89 68
  69. 69. 2 independent spirit 69
  70. 70. 2 independent spirit 0 50 100 80 70
  71. 71. 3 analytical 0 50 100 21 71
  72. 72. 4 compassion 72
  73. 73. 4 compassion 0 50 100 39 73
  74. 74. 5 assertiveness 74
  75. 75. 5 assertiveness 0 50 100 52 75
  76. 76. 6 self-promotion 76
  77. 77. 6 self-promotion 0 50 100 36 77
  78. 78. 7 recognition drive 78
  79. 79. 7 recognition drive 0 50 100 57 79
  80. 80. 8 belief in others 80
  81. 81. 8 belief in others 0 50 100 77 81
  82. 82. 9 optimism 82
  83. 83. 9 optimism 0 50 100 81 83
  84. 84. sales reports recruiting coaching 84
  85. 85. CTS Sales Profile Report Reliability Index High Moderate Low I don’t understand I don’t care 85
  86. 86. CTS Sales Profile Report Response Distortion Index Low Moderate High NO FAKING ALLOWED 86
  87. 87. CTS Sales Profile Report Name: Pat Smith Position: SF Selling Team Member CTS Sales Profile Score: High (85) Recommended Coaching Hours Approximately 2-4 87
  88. 88. CTS Sales Profile Report Name: Pat Smith Position: SF Servicing Team Member CTS Sales Profile Score: High (75) Recommended Coaching Hours Approximately 2-4 88
  89. 89. CTS Sales Profile Report The Most Important Trait Related to Sales Productivity Ideal Ranges for Sales Top Agent Candidates Score 89
  90. 90. CTS Sales Profile Report Combination Traits Maintains High- Activity Work Pace Time Management 90
  91. 91. CTS Sales Profile Report Combination Traits Handles Rejection 91
  92. 92. CTS Sales Profile Report Combination Traits Network to Find Prospects 92
  93. 93. cts l salespro le Caution - Time Management Issues Spends too much time analyzing Deadline Motivation Analytical 93
  94. 94. cts l salespro le Caution - Time Management Issues Spends too much time nurturing Deadline Motivation Compassion 94
  95. 95. cts l salespro le Caution Caution - Intimidating/cold Assertiveness Compassion Character Trait - Concern for Others 95
  96. 96. cts l salespro le Caution Caution - Intimidating/cold/pesimist Assertiveness Compassion Belief in Others Optimism 96
  97. 97. cts l salespro le Caution Likable, but methodical without a sense of urgency Deadline Motivation Compassion Recognition Drive 97
  98. 98. cts l salespro le Caution Struggles with Rejection Compassion Assertiveness Self-Promotion 98
  99. 99. cts l salespro le Caution Struggles with Pivoting Deadline Motivation Compassion Assertiveness Self Promotion 99
  100. 100. CTS Sales Coaching Report 100
  101. 101. CTS Sales Coaching Report 101
  102. 102. CTS Sales Style Report 102
  103. 103. CTSSalesProfile.com ssuggs@salesmanage.com Special Code for “Unlimited” Use 103
  104. 104. Hour 3 WHERE do I find enough of the best candidates? Building a Recruiting Referral Network 104
  105. 105. Hour 3 Interview Skills Workshop Attract the Best, Reject the Rest 105
  106. 106. Find and Attract “Men wanted for hazardous journey. Small wages, bitter cold, long months of complete darkness.” This ad was placed in the early 1900’s by explorer Ernest Shackleton as he was looking for men to help him discover the South Pole. The ad drew more than 5000 brave candidates.  106
  107. 107. Find and Attract “Men wanted for hazardous journey. Small wages, bitter cold, long months of complete darkness.” The wording in our ads and emails should be worded in a way that attracts the type of person we are looking for and repels the wrong. 107
  108. 108. Find and Attract A missionary society wrote to David Livingstone deep in the heart of Africa and asked, “Have you found a good road to where you are? If so, we want to know how to send other people to help you.” Livingstone wrote back, “If you have people who will come only if they know there is a good road, I don’t want them. I want people who will come if there is no road at all. 108
  109. 109. Find and Attract Sample  Wording  for  Job  Posting: Salespeople  wanted.  Pat  Shelton  at  State  Farm  is  looking  for  salespeople  to  work   in  the  city  of  Nashville  calling  on  customers  to  sell  insurance  and  <inancial   services  products.  Requirements:    Must  have  the  following  traits:  Honesty,  hard   Work  Ethic,  a  Concern  for  Others  and  personal  Responsibility.  Strong  candidates   will  have  a  personality  which  causes  them  to  love  to  network  to  <ind  prospects,   are  goal  driven,  and  highly  con<ident.  Sales  experience:  No  sales  experience   necessary.    Please  forward  resume  to  PatShelton@PatSheltonAgency.com.  To   learn  more  about  this  position,  go  to  PatSheltonAgency.com. • Words attract and Repel - Attract Salespeople who see themselves as a salesperson • • Specific to Insurance Sales - Don’t sugar coat the job Gives them an assignment - go to Website and learn more 109
  110. 110. The Recruiting Funnel Searching Methods 10 strong resumes Screening Profiling 3 final interviews Interviewing "Making Offer" The Best Recruits! 1 salesperson 110
  111. 111. Average Annual Turnover - 40% ALWAYS be RECRUITING Team of 3-5 - need to recruit 1-2 per year 111
  112. 112. ALWAYS be RECRUITING Newton’s Law - people leave/get fired at the most inconvenient times. Take action to find great people when you don’t need team members, so you’ll have candidates when you need them. 112
  113. 113. ALWAYS be RECRUITING A good sales team is the enemy of a great sales team. When our team is full, we have a tendency to stop focusing on recruiting. Don’t fill your team with good players. Keep looking for the great players. 113
  114. 114. To avoid the “I need somebody NOW” syndrome... Please come to work for me! ...build your Recruiting Referral Network for a continuous flow of GREAT RESUMES 114
  115. 115. Build a Recruiting Referral Network Current Customers Email all customers and ask them to refer friends/family who can sell. If you don't have an email list, send a postcard to customers asking for their email address. Sample  email  to  send  to  your  current  customers  or  list  of  contacts: “Please  assist  me  in  helping  someone  you  know.    I  have  an  open  position  on  my   sales  team.  If  you  know  the  right  candidates  for  this  job,  please  help  them  <ind  a   great  career  by  sending  them  to  see  me.  The  right  candidates  will  have  the   following  traits:  Honesty,  hard  Work  Ethic,  a  Concern  for  Others  and  personal   Responsibility.  Strong  candidates  will  have  personalities  which  cause  them  to   love  to  network  to  <ind  prospects,  are  deadline  motivated,  and  highly  con<ident.     Sales  experience*  ...  Please  have  them  forward  their  resume  to  me  at  ...  Thank   you  for  helping  me  <ind  the  right  individuals  and  for  helping  them  to  <ind  a  great   career.”   *Sales  experience  -­‐  <ill  in  your  desired  level  of  sales  experience  based  on  your   training  resources. 115
  116. 116. Build a Recruiting Referral Network Current Customers What if I have to say, “NO” to a customer or a family member/friend of a customer? 116
  117. 117. Build a Recruiting Referral Network Current Team Use the job description mentioned earlier, and have your team members post on their personal Facebook and LinkedIn pages. Email job description to their contacts. Have them contact their church/temple about the job opening. Sales Trainers/Consultants Find certified trainers at these companies in your city and meet with them. Sandler, Dale Carnegie, Wilson Learning, Steven Covey, Jeff Gitomer, Integrity Solutions 117
  118. 118. Build a Recruiting Referral Network Directors of Networking Groups These are the most networked people in your city. Email them job posting and ask to distribute to members. Meet with them. BNI, e-Women Social Networking Spend 15 minutes daily building your social media profiles. Churches/Temples Most have job boards and jobs ministries. Contact and ask for minister/volunteer who heads up this ministry. Small Business CPA & Attorneys Contact and ask them to direct people to you who are closing businesses or changing careers. 118
  119. 119. Build a Recruiting Referral Network Chamber of Commerce Business After-hours Events President Community Service Organization These people are leaders and well connected. Rotary, Lions Club, Kiwanis, United Way, Boy Scouts, Girl Scouts, Jr. League Recruiters with other Insurance companies Develop reciprocal relationship; trade resumes Northwestern Mutual, Mass Mutual, Prudential, National Life. Universities/colleges career services dept. Set up interview day. Most will market the position to students. Social Networking Job Boards Post job here. Salesgravy.com, LinkedIn, LinkedIn Groups 119
  120. 120. Build a Recruiting Referral Network Traditional Job Boards Post job here. Career Plug, Monster, Career Builder, SnagAjob.com, FindTheRightJob.com, Newspapers Sales reps Tell receptionist to set a time to meet every sales rep that calls on your office, and recruit and/or network with them. Job Fairs If you recruit in large numbers, this is a way to get many people interested in your position. Attend the job fairs in your city, or hold your own. Go to jobfairtips.com for a number of useful tips. 120
  121. 121. Create a Source of Accountability Pick one of these categories that you can execute in the next 7 days. Email your commitment to your Sales Leader. 121
  122. 122. Hour 3 Interview Skills Workshop Attract the Best, Reject the Rest 122
  123. 123. Developing your Interviewing Skills Dr. Antonio Damasio Emotion is critical to the decision process. 123
  124. 124. Developing your Interviewing Skills Too much emotion clouds logic. 124
  125. 125. Developing your Interviewing Skills Critical balance between logic and emotion 125
  126. 126. Developing your Interviewing Skills The solution interviewing skills using prepared questions that measure specific traits and skills. 126
  127. 127. Developing your Interviewing Skills What causes us to like other people? Talking about ourselves causes us to like others • Listen 80%, talk 20%. • Keep your emotions in neutral - you’ll get the real candidate. • Don’t tell personal stories. • Don’t agree with the candidate. 127
  128. 128. Developing your Interviewing Skills • Step out of the “socializing” zone and into the “interviewing” zone. • Take off your “Sales” hat and put on your “Selection” hat. 128
  129. 129. The best shine, the worst sweat. Don’t Rescue 129
  130. 130. Developing your Interviewing Skills A thorough interview process attracts strong candidates and repels weak candidates. • Follow the system as written. • Ask for specific examples. • Ask the questions as written. If the candidate does not understand the question, tell them to answer based on their understanding. • Ask the questions in order. • If candidate rambles, interrupt and ask, “What was my question.” 130
  131. 131. If a candidate asks, “How did I do?” Or if you do not wish to hire the candidate, say ... “We are looking at several candidates, and we will consider your information as we make our decision.” 131
  132. 132. More interview tips Do not paint an unrealistic picture of the job and the challenges. 132
  133. 133. More interview tips Remember - selling is more stressful than the interview. If candidates can’t handle the interview, they will not perform well under the stress of a sales job. 133
  134. 134. How I help you from here: Training Resources 134
  135. 135. How I help you from here: CTS On phone coaching 135
  136. 136. YOU have what it takes Knowledge Tools Skills RECRUIT the BEST DON’t SETTLE for LESS CHAMPIONS 136
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