Webcast by Kris Dunn and Tim Sackett. Coffee is for Closers: 7 Ways to Raise Your HR Game by Thinking Like a Money-Hungry VP of Sales.

1. Raise Your HR Game by Thinking Like a Money-Hungry VP of Sales “Get Them to Sign On the Line Which is Dotted”…

4. What HR is Thought to be good at

6. What We’d Like to Add to that

8. What we don’t think about a lot

12. We think Sales Pros can teach HR a lot about influencing decisions and getting to “yes” in whatever is important to you…

13. Without you feeling like you’re this guy…

14. Here’s our Top 7 Ways to channel the Sales Pro in what you do…

15. Problem #1

16. Being a victim of other’s unreasonable expectations

17. WWTSPD?(what would the Sales Pro Do?)

18. She’d understand value of delivering the "first-strike" offer at the start of any negotiation

21. TALKING TRACKS!! “Our sweet spot from a salary perspective for this role is 65K.” “It’s a difficult conversation, because it’s pretty common for people to be asked to leave a company for this type of issue.”

22. Problem #2

23. No Budget for New Tools

24. WWTSPD?(what would the Sales Pro Do?)

25. He’d Ask for the Top-of-the-LineSystem…knowing he’ll get the next best thing…

26. TALKING TRACKS!! “Here’s what we are currently using and its limitations. Software “X” can do this and that and the other thing – that we all agree we need – and yes it cost more than our budget. Here is an alternative we should consider…

27. It’ the Small, Medium, Large concept… We got the small, we want the large – we’ll end up with Medium. Just make sure your Medium solution will do what you need.

28. Problem #3

29. -Talking In Circles -Slippery

30. WWTSPD?(what would the Sales Pro Do?)

31. She’d Ask for a Forecast & Probability

34. TALKING TRACKS!! “What’s the percentage probability the candidate is going to accept that offer?” “What’s the probability that team member is going to leave as a result of your decision?”

35. Problem #4

36. Not Having the Influence to Make Necessary Change

37. WWTSPD?(what would the Sales Pro Do?)

38. He’d find out what really pains those with influence.

39. TALKING TRACKS!! “I need to go over an idea I have that I think will help solve your Ops issue, do you have any time next week to talk it over at lunch?” “I’ve been thinking about your problem and I think we might have a solution – let me know when you have 20-30 minutes and I’ll stop by to discuss”

40. Change happens quickly when the (T)pain becomes unbearable…

41. Problem # 5

42. -Getting Buy-In During Difficult Conversations

43. WWTSPD?(what would the Sales Pro Do?)

44. She’d understand that whoever speaks first after a brief period of silence usually loses…

46. TALKING TRACKS!!

47. Problem #6

48. We are a service organization and don’t impact the bottom-line

49. WWTSPD?(what would the Sales Pro Do?)

50. He’d develop an ROI for the services his organization delivers.

51. TALKING TRACKS!! “Look we have 5 openings for Pharmacists – each day these are open we lose 150 scripts to a competitor – we net $X from each script – multiply by 5 and daily and we are losing thousands of dollars per week these spots are open. I need $10K for a national ad strategy.”

52. Your HR Programs are really great…but executives care about results!

53. Problem #7

54. People Don’t Want to Talk About Money

55. WWTSPD?(what would the Sales Pro Do?)

56. She’d use the concept of “bumpers” to box those who don’t want to talk money in…

58. TALKING TRACKS!! “If we get to the end of this process and you’re our candidate, the offer is going to come in between 70K and 75K. If we get to that point, will that be an offer you will accept?”

59. Let’s Connect: For Tim: Sackett.tim@hru-tech.com www.hru-tech.com Twitter: @TimSackett LinkedIn: www.linkedin.com/in/timsackett For KD: hrcapitalist@gmail.com www.hrcapitalist.com www.fistfuloftalent.com Twitter: @kris_dunn LinkedIn: www.linkedin.com/in/krisdunn