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How to Hire for the Inbound Sales Role

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My slides from INBound14

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How to Hire for the Inbound Sales Role

  1. 1. #INBOUND1 4 INTERVIEWING FOR THE INBOUND SALES ROLE Dave Kurlan CEO, Kurlan & Associates CEO, Objective Management Group
  2. 2. #INBOUND14 This really IS inbound
  3. 3. #INBOUND14 You really did find me
  4. 4. #INBOUND14 You are checking me out
  5. 5. #INBOUND14 You did show your interest
  6. 6. What would you want your inbound salesperson / #INBOUND14 marketer to do next?
  7. 7. #INBOUND14 Is it a salesperson or a marketer?
  8. 8. #INBOUND14
  9. 9. #INBOUND14 What must they really be able to do?
  10. 10. Can you interview for that? #INBOUND14
  11. 11. #INBOUND14 Before you can swim through an interview, you must have the right candidates in the pool
  12. 12. 10 Things You Must Do Before You Can Interview
  13. 13. #INBOUND14 Inbound-Specific Sales Assessment
  14. 14. #INBOUND14
  15. 15. #INBOUND14 2 Killer Job Posting
  16. 16. #INBOUND14 AD TITLE: INSIDE SALES AD BODY: You must have prior success selling [category] to business decision makers in a competitive market. You excel at converting leads to opportunities; have excellent listening and questioning skills, and a terrific work ethic. You are goal oriented, highly motivated, and enjoy selling. Experience with example1, example2, example3, example4, example5, or consultative selling helpful, but not required. You must have prior income of at least $50,000.
  17. 17. #INBOUND14 3 Sales Specific Recruiting Process
  18. 18. #INBOUND14 1 Identify Module 1-2 5 2 Search Module 3-4 Assess Module 5-6 Interview Module 8-10 Qualify Module 7 3 4 Hire a Star Module 11-12
  19. 19. #INBOUND14 4 Applicant Tracking
  20. 20. #INBOUND14
  21. 21. #INBOUND14 5 Automation
  22. 22. #INBOUND14
  23. 23. #INBOUND14
  24. 24. #INBOUND14 6 Phone Interviewing Skills
  25. 25. #INBOUND14 7 Sales Interviewing Skills
  26. 26. #INBOUND14 8 Thorough On Boarding
  27. 27. #INBOUND14 9 Sales Coaching
  28. 28. #INBOUND14 10 Accountability
  29. 29. #INBOUND14 QUESTIONS ?
  30. 30. DAVE KURLAN dkurlan@kurlanassociates.co m http://omghub.com Kurlanassociates.com ObjectiveManagement.co m @kurlanassoc

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