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The proven 7 step process to recruiting top salespeople

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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!

She has low turnover on her sales team because she hires the right people in the first place.
When she does have a vacant seat to fill, she fills it in record time because she has a robust talent bank that she has carefully nurtured.
She finds highly talented people – her team’s average score on the Sales Talent Interview is one of the highest we’ve seen!
She is willing to onboard and train well because she understands that talent is cheap, but experience is so expensive.
She follows a clear, consistent process and does not allow herself to take shortcuts – and it obviously pays off.
After spending over a decade helping our clients build strong recruitment and selection processes, I had to know… what was she doing that was working so well?! I finally asked her for her secret and she shared her entire process with me. She also gave me the green light to share it with you.

Published in: Sales, Recruiting & HR
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The proven 7 step process to recruiting top salespeople

  1. 1. Steps to Recruit Top Salespeople THE CENTER FOR SALES STRATEGY 7
  2. 2. 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
  3. 3. 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
  4. 4. How does she do it? She follows these seven steps: THE CENTER FOR SALES STRATEGY The Most Effective Interview Questions to Determine Fit
  5. 5. 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
  6. 6. 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
  7. 7. 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
  8. 8. 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
  9. 9. 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
  10. 10. 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
  11. 11. 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
  12. 12. 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

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