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How to Hire Sales Superstars

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Are you desperately seeking highly qualified, competent sales people? In today’s world, recruiting world class talent is a big challenge. The investment made in hiring and onboarding is significant. How can you maximize the return on that investment each time you extend an offer and bring a professional onto your sales team?

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How to Hire Sales Superstars

  1. 1. Presented by: Rocky LaGrone, Director of Sales Objective Management Group Julie Thomas, President & CEO ValueSelling Associates HIRE SALES SUPERSTARS HOW TO
  2. 2. AGENDA • Current state of recruiting top talent • Flaws in the existing process • 3 best practices that yield results • Q&A
  3. 3. © Copyright 2017 Objective Management Group, Inc. SOME STATISTICS of all hiring decisions are made from the interview Accuracy with traditional interviewing people have secured a job by lying on their resumes 90% 14% >30M
  4. 4. © Copyright 2017 Objective Management Group, Inc. MORE FACTS Hiring the right salespeople is the first step in developing an effective and dynamic sales force. Therefore, you must have a comprehensive recruiting process that will allow you to seek out top performers.
  5. 5. © Copyright 2017 Objective Management Group, Inc. CAN SELL VS. WILL SELL A: Can Sell - Will Sell Michael Jordan B: Can Sell - Won’t Sell Sales Imposters C: Cannot Sell - Will Sell “Rudy” Rutger (The Movie) D: Cannot Sell - Won’t Sell A B C D Can Sell Will Sell Can Sell Won’t Sell Cannot Sell Will Sell Cannot Sell Won’t Sell
  6. 6. © Copyright 2017 Objective Management Group, Inc. EVALUATIONS, TESTS AND ASSESSMENTS 1. Psychological / personality 2. Behavioral 3. Aptitude All are misleading for execution. Must draw conclusions from lack of evidence.
  7. 7. © Copyright 2017 Objective Management Group, Inc. TRADITIONAL 4 STEP PROCESS 01 Advertise 02 Collect resumes 03 Interview – Make an offer 04 Hope and pray
  8. 8. © Copyright 2017 Objective Management Group, Inc. WHY ARE SALES HIRING RESULTS SO POOR? The traditional hiring process doesn’t work in SALES
  9. 9. © Copyright 2017 Objective Management Group, Inc. PROBLEM STEP ONE Advertise Your Sales Position Most ads are boring and describe the position, and the company.
  10. 10. © Copyright 2017 Objective Management Group, Inc. STEP ONE Advertise Your Sales Position
  11. 11. © Copyright 2017 Objective Management Group, Inc. PROBLEM STEP TWO Read Stacks of Resumes Resumes are candidate brochures.
  12. 12. © Copyright 2017 Objective Management Group, Inc. PROBLEM STEP THREE Interview and Sell the Offer Sales people are better at interviewing than you are.
  13. 13. © Copyright 2017 Objective Management Group, Inc. STEP FOUR Hope and Pray The traditional hiring process is broken! PROBLEM
  14. 14. © Copyright 2017 Objective Management Group, Inc. SO WHATS THE ANSWER? Identify Attract HireInterview Change the way you
  15. 15. © Copyright 2017 Objective Management Group, Inc. SALES SUPERSTARS HOW TO HIRE
  16. 16. © Copyright 2017 Objective Management Group, Inc. HIRE STRONGER SALES PEOPLE That Will Sell 01 Identify flaws 02 Identify your Sales DNA 03 Attract the right talent 04 Source using top sites 05 Use automation 06 Assess candidates 07 More automation 08 Phone qualification 09 1st interview 10 Final interview 11 Offer 12 1st 90 days – ramp up 13 Success conditioning
  17. 17. © Copyright 2017 Objective Management Group, Inc. IDENTIFY
  18. 18. © Copyright 2017 Objective Management Group, Inc. IDENTIFYING YOUR IDEAL CANDIDATE Although some or all of these criteria may appear very obvious, most companies seldom take the time to properly identify the ideal sales candidate. This step is extremely important.
  19. 19. © Copyright 2017 Objective Management Group, Inc. What is the genetic make-up of the ideal perfect salesperson? IDENTIFYING YOUR IDEAL CANDIDATE
  20. 20. © Copyright 2017 Objective Management Group, Inc. THE PERFECT SALESPERSON The perfect score – 170 You are self-directed. You prospect new business like a machine. When you prospect, you get introductions to Chief Executives because you always call at the top. You effortlessly glide past gatekeepers, electronic and human. You set strong appointments with Chief Executives and Business Owners who look forward to your visit. When you arrive, you gently take control of the interview. You are so skilled at deep bonding, your personal presence seduces your prospect to open up and tell you their deepest, darkest secrets. You ask compelling, potent, hard hitting questions which rock your prospect’s world. Your listening skills are so honed you are able to deeply understand what your prospects want, and how to give it to them. Your selling skills are perfect. You’re able to close in one call. You get your price, at your terms and conditions. And the customer is delighted to do so. So much, in fact, each of your clients sets up referral appointments with five fellow CEOs. You regularly face and overcome adversity of all magnitudes. Setbacks are short-lived and have no negative impact on you. You take accountability for and take necessary action to create improvement in your life. People are drawn to your natural resilience and optimism. 01 02 03
  21. 21. © Copyright 2017 Objective Management Group, Inc. • Goals • Goals Plan • Tracking System • Forecasting Accuracy • Prospecting Discipline BEHAVIOUR THE DNA OF A SALES SUPERSTAR Base – The Sales Quotient • Focus & Follow-Up • Paperwork • Work Ethic • Time & Workspace Management ATTITUDES • Desire/Passion • Commitment • Accountability/No Excuses • Outlook/Self-Esteem • No Money Weaknesses • Supportive Buy-Cycle (Decisiveness Index) • Controls Emotional Involvement (Triggers) • No Need for Approval/Bravery • Supportive Beliefs • High Adversity Quotient • Killer Instinct • Asking Potent Questions • Effective Listening Skills • Early Bonding & Rapport/Relationship Building • Creates & Cultivates Referral Relationships SKILLS • Reaches Decision Makers • Learns Why Prospects Buy • Get Commitments/Decisions • Uncovers Actual Budgets • Qualifies Proposals/Quotes ENVIRONMENT (FIT)• Experience • Competition • Pricing • Hunting vs. Farming • Appearance • Management Style Match • Sales Cycle (Length) • Closing • DISC Compatibility • Cultural/Values Match • Customer Development Model • Method of Compensation • Product Knowledge
  22. 22. © Copyright 2017 Objective Management Group, Inc. ATTRACT
  23. 23. © Copyright 2017 Objective Management Group, Inc. THE SEARCH Writing the Ad to Attract Your Ideal Candidates Component Description Heading Description to get the candidate’s attention. Include the e-mail to begin automation The candidate must have previously earned at least this much money. Your candidate must have these skills and experiences. Your candidate must have these skills and experiences. Must Have Should Have Income Requirements Instructions
  24. 24. © Copyright 2017 Objective Management Group, Inc. QUALIFY
  25. 25. © Copyright 2017 Objective Management Group, Inc. HIRED & SUCCESSFUL
  26. 26. © Copyright 2017 Objective Management Group, Inc. THE SALES QUOTIENT Below 85 90 100 110 120 130 145 150 165 170 140 Majority of sales people fall here Average Perfect Superstar Above Average Below Average Strong Weak
  27. 27. © Copyright 2017 Objective Management Group, Inc. HIRE
  28. 28. © Copyright 2017 Objective Management Group, Inc. SUCCESS CONDITIONING We are in the business of helping sales teams optimize how they engage, qualify, advance and close opportunities with their prospects and clients. ENGAG E QUALIFY ADVANCE CLOS E Skills Tools Integration to existing management processes and tools Common language and framework
  29. 29. © Copyright 2017 Objective Management Group, Inc. © 2017 ValueSelling Associates, Inc. All rights reserved.
  30. 30. © Copyright 2017 Objective Management Group, Inc. AT THE END OF TODAY’S WEBINAR Go to valueselling.com > resources > webinars to download today’s slides © 2017 ValueSelling Associates, Inc. All rights reserved.
  31. 31. © Copyright 2017 Objective Management Group, Inc. SAVE THE DATE! Our next webinar will be: Boost Business Acumen & Build Your Credibility Tuesday, May 16 | 10:00AM PDT
  32. 32. ValueSelling-AssociatesValueSellingAssoc ValueSelling Associates @Valuselling Follow us! © 2017 ValueSelling Associates, Inc. All rights reserved.
  33. 33. © Copyright 2017 Objective Management Group, Inc. THANK YOU Rocky LaGrone | Director of Sales Rocky@objectivemanagement.com Julie Thomas | President & CEO Julie@valueselling.com

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