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Hiring salespeople is hazardous

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http://www.simberry.com Hiring salespeople can be hazardous work. Make it safer and easier. Assess your sales candidates the right way before you hire them. SimBerry

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Hiring salespeople is hazardous

  1. 1. HIRING SALESPEOPLE IS HAZARDOUS
  2. 2. HIRING SALESPEOPLE IS HAZARDOUS WORK Does hiring the right salespeople seem really hard? You are not alone…
  3. 3. HIRING SALESPEOPLE SCARY STAT#1 According to ESR research after only 2 years 80% of new sales hires have either left the company or are not hitting targets.
  4. 4. HIRING SALESPEOPLE SCARY STAT#2 40% of sales hires fail according to the book “Topgrading for Sales: World-Class Methods to Interview, Hire, and Coach Top SalesRepresentatives”
  5. 5. HIRING SALESPEOPLE SCARY STAT#3 CSO Insights survey shows 70% of companies take more than 7 months to ramp up newly hiring salespeople (25% said it took more than a year).
  6. 6. COME ON PEOPLE TRY HARDER Why aren’t people trying harder to get it right?
  7. 7. THERE ARE HEAPS OF TOOLS Applicant tracking systems Resume filtering software Phone interviews Behavioural interviews Assessment & Psychometric tests Reference & background checking services
  8. 8. AND STILL SUCCESS RATES ARE REALLY LOW So what’s going on?
  9. 9. WHEN YOU BUY A CAR YOU TAKE IT FOR A TEST DRIVE
  10. 10. WHEN A PRO SPORTS TEAM TAKES ON A NEW PLAYER THEY SEE THEM PLAY FISRT
  11. 11. SO WHY HIRE A SALESPERSON WITHOUT SEEING THEM SELL FIRST?
  12. 12. OBSERVING SOMEONE UNDER PRESSURE IS A GREAT WAY TO ASSESS FUTURE PERFORMANCE
  13. 13. TOP SALESPEOPLE EXHIBIT 5 CORE SKILLS 1. 2. 3. 4. 5. Quickly build trustworthy relationships Ask questions to discover problems Making persuasive recommendations Helping people overcome purchasing risk Having strong motivations to win
  14. 14. HOW WOULD YOUR CANDIDATES STACK UP?
  15. 15. GET PROOF BEFORE YOU HIRE Before you hire... you should observe candidates to see how each person performs... UNDER PRESSSURE.
  16. 16. PLACE SALES CANDIDATES IN REAL SELLING SITUATIONS Sales simulation exercises are an intuitive, easy to understand method to assess salespeople.
  17. 17. SEE YOUR SALES CANDIDATES SELLING BEFORE YOU HIRE THEM
  18. 18. SEE FOR YOURSELF WATCH A SAMPLE CALL AT WWW.SIMBERRY.COM

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