Successfully reported this slideshow.
We use your LinkedIn profile and activity data to personalize ads and to show you more relevant ads. You can change your ad preferences anytime.

Finding and Hiring Sales Professionals | Webcast

2,022 views

Published on

Sales is one of the most important functions, yet most businesses today make the assumption that they just need to hire “someone who can sell.” This couldn’t be further from the truth. In this webinar, you’ll gain insights and practical advice for finding and hiring all-star sales talent that will help drive your business's success.

Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT
Tweet with us: http://bit.ly/HireOnLinkedIn

Published in: Sales
  • Hey guys! Who wants to chat with me? More photos with me here 👉 http://www.bit.ly/katekoxx
       Reply 
    Are you sure you want to  Yes  No
    Your message goes here

Finding and Hiring Sales Professionals | Webcast

  1. 1. Finding and hiring sales professionals  
  2. 2. FALSE Great salespeople are matched to the sales job.  
  3. 3. Agenda ü  A look into U.S. / Canada sales job market ü  The hiring process for sales ü  Tools for creative recruiting ü  What sales professionals really care about ü Q & A
  4. 4. An inside look
  5. 5. B2B Sales -“Supply and Competition”
  6. 6. Finding sales talent where it’s scarce
  7. 7. 1. Create a talent brand narrative The story of "what it's like to work here."
  8. 8. 2. Publish industry-relevant stories on LinkedIn
  9. 9. 3. Prospect in "high supply" areas
  10. 10. 4. Interview for attitude over experience
  11. 11. ü  Heart of Silicon Valley ü  Experiencing hyper growth ü  Fierce competition for Sales professionals Solution? The Apttus Sales Academy
  12. 12. Migration by region
  13. 13. The hiring process
  14. 14. The sales hiring process ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing
  15. 15. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Identify winning skills and character traits •  Former customers •  Current customers •  Above-average performers •  Top sales performers
  16. 16. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Filter out non-starters •  Avoid listing character traits "The  successful  candidate  will  be  a  high-­‐energy,  self-­‐ mo9vated  individual  with  a  strong  dedica9on  to   customer  service." •  Concentrate on specific skills "This  job  requires  the  ability  to  conduct  in-­‐depth   technical  conversa9ons  with    IT  directors  in  order  to   define  customized  solu9ons.”    
  17. 17. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Filter out non-starters •  Avoid listing character traits "The  successful  candidate  will  be  a  high-­‐energy,  self-­‐ mo9vated  individual  with  a  strong  dedica9on  to   customer  service." •  Concentrate on specific skills "This  job  requires  the  ability  to  conduct  in-­‐depth   technical  conversa9ons  with    IT  directors  in  order  to   define  customized  solu9ons.”    
  18. 18. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Filter out non-starters •  Avoid listing character traits "The  successful  candidate  will  be  a  high-­‐energy,  self-­‐ mo9vated  individual  with  a  strong  dedica9on  to   customer  service." •  Concentrate on specific skills "This  job  requires  the  ability  to  conduct  in-­‐depth   technical  conversa9ons  with    IT  directors  in  order  to   define  customized  solu9ons.”    
  19. 19. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Avoid hiring salespeople from direct competitors Your three best sources: 1.  Non-salespeople from your industry (including competitors) 1.  Salespeople from similar companies in different industries 2.  University and college grads
  20. 20. Top schools and fields of study Top schools Top fields of study
  21. 21. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Confirm your candidates have the right character traits “What’s your greatest achievement?”
  22. 22. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Confirm your candidates have the right character traits “What’s your greatest achievement?”
  23. 23. ü  Research the position ü  Describe the position ü  Creative recruiting ü  Interviewing Confirm your candidates have the right character traits “Write down two achievements from grade school, two from high school, two from college, and two from post- college. Now, tell me which you’re most proud of.”
  24. 24. LinkedIn Alumni Tool linkedin.com/edu/alumni
  25. 25. LinkedIn Alumni Tool linkedin.com/edu/alumni
  26. 26. Fred  Sanders   Mallory  Jones   Bill  Rogers  Ali  Burlingame   Sam  Smith   Calvin  McIver   Tom  Pa>erson   Sarah  Vu   Tammy  Francis     Stu  Patrick   LinkedIn Alumni Tool linkedin.com/edu/alumni
  27. 27. What matters to Sales people
  28. 28. All sales professionals – U.S.
  29. 29. Female sales professionals – U.S.
  30. 30. Engineering professionals – U.S.
  31. 31. In Summary
  32. 32. WHERE
  33. 33. HOW
  34. 34. WHICH
  35. 35. What
  36. 36. Thank You

×