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Hiring for strategic selling is one of the most important aspects of effective execution. Hiring an ineffective strategic sales person-we call him a "ghost"-can cost your company hundreds of thousands-perhaps millions-in lost opportunities.
This webinar will arm you with facts and formulas you can use to estimate the cost of a ghost for your company. You can use these estimates to justify a fact based, professional hiring process.
We will also describe best hiring practices, including the criteria and processes you should be using as well as approaches to assessing candidates.
Who should attend:
* CEOs and CMOs will gain insights into how to increase their ROI by avoiding the costly ghost.
* Sales people will value the best practice criteria, processes and assessment tools.
* HR professionals tasked with the critical job of finding strategic selling talent.
About Dr. Wesley J. Johnston
The Executive Director of the Center for Business and Industrial Marketing at Georgia State University (http://robinson.gsu.edu/marketing/Centers/CBIM/index.htm), Dr. Wesley Johnston is Professor of Marketing at Georgia State University. Dr. Johnston is one of the leading experts in B2B marketing and sales management. He is author of a textbook on Sales Management and is currently writing Strategic Selling Playbook (co-authored with Karl Hellman) based on his workshops and consulting practice in strategic selling.
About Karl Hellman
Karl Hellman is President of Resultrek, (www.resultrek.com) a global marketing consulting firm dedicated to creating great marketers and sales people. Karl is also Executive in Residence at the Center for Business and Industrial Marketing at Georgia State University. Karl's most recent book, The Customer Learning Curve, explains the power of The Customer Learning Curve through 24 "real life" marketer examples: scenarios readers can call their own. Karl is co-authoring Strategic Selling Playbook with Dr. Johnston.