The article alerady shared in HR Conference with Inti Pesan at Aryaduta Hotel - March 17, 2011.

1. 1993 : Warehouse Administrator in PT. Kalbe Farma 1993 : Medical Representative in PT. Kalbe Farma 1994 : Sales Promotion Executive in PT. Kalbe Farma 1995 : Supervisor PT. Soho for East Java Area 2009 : Sales Director PT. Soho Industri Pharmasi Career History On going thesis in Indonusa Esa Unggul University Jakarta Executive Leadership Program at Monash University Australia Education obed.fukliang@soho.co.id obed_fl@hotmail.com Facebook : obed_fl Contact

2. Recruitment and Selection For Sales People Intipesan Conference – Aryaduta Hotel, March 17, 2011 Shared by : Obed FL

3. The Youngest Indonesia’s Future Business Leader 2010 – SWA Magazine

5. The Agenda The concept to recruit sales people Competency profile for sales people The selection method The obstacles in recruiting process and how to overcome

6. The Concept to Recruit Sales People

7. Learn from TAO ? Trace the best candidate from field or by executive search services ? The key success ?

8. The Emperor of TAO

9. The work of the TAO is more than 2000 years old but is still relevant now… Twelve management abilities : Know the Character of People … … 7. Choose the best person for the job. 8. … 9. … Etc … (Carlopio & Andrewartha, 2008)

10. OUTSTANDING : “47 Ways to Make Your Organizational Exceptional”(John G. Miller, 2010) Character is often described with words such as honesty, courage, integrity, professionalism, desire and work ethic. Outstanding organization hire character over credentials.

11. OUTSTANDING : “47 Ways to Make Your Organizational Exceptional”(John G. Miller, 2010) A classic hiring mistake : “valuing ”book learning” over character.”

12. The story of “S 1”

13. Trace by self or executive search services ? Based on SOHO experienced : SOHO as the fastest growing pharmaceutical company since 2000 and always growing double than market. Successful on new product launches. 50 % less in turn over compare to the other pharmaceutical company.

14. Trace by self or executive search services ? The web of people matters more than the web of technology. (James Kouzes and Barry Posner) Networking is essential for all SOHO’s Manager.

15. The 5th key success in recruiting the best sales person We trace the best candidate and build the intimacy or deep relationship before recruiting process. The Story in Developing SUMUT and NAD

16. The key success in recruiting the best sales person We share the organization value, vision and mission We talk about company policy for the best “achiever” in the past We ensure the candidate to learn and grow in SOHO We care to the candidate since at the first time we met.

17. Competency profile for sales people

18. Specific competency : Business and area knowledge Business ethic Customer networking Source : http://4.bp.blogspot.com/

19. Sales Force Competencies Source : www.jsasolutions.com.auP & SOHO Sales Force Competencies

20. Sales Manager Competency Map Source : www.jsasolutions.com.auP & SOHO Sales Force Competencies

21. The selection method

22. The structured interview Psychological testing The assessment centre technique 360-degree appraisal Four Form of Management Assessment : http://www.justlogin.com/images/mainpic.gif

23. The effectiveness of the interview improves from unstructured interview to the structured interview to the behavioral interview.(Carlopio & Andrewartha, 2008)

24. Effectiveness is enhanced even more when the interview is combined with testing and a structured referee-checking process .(Rioux & Bernthal 1999; Van Iddekinge et al.2004)

25. How to identify the sales person ? High achiever with high income ? High achiever with a high quality in maintaining relationship ? Low performance candidate ? Risk avoider ? The structured interview to the behavioral interview Source : http://law.gsu.edu/photobar/interview_workshop.jpg

26. The obstacles in recruiting process and how to overcome

27. Thousand of candidates but less the best one Time limitation The optimum efforts from competitors to keep their best people Lack of knowledge from recruiter about the vacant position Lack of knowledge to use technology in recruiting process.

28. The Sales Team of PT. SohoIndustriPharmasi

29. The Sales Team of PT. SohoIndustriPharmasi

30. Starbucks consistently spends more on training than it does on advertising, compare to most 500 Fortune companies. The employees turnover rate at Starbucks, according to some reports, is 120 percent less than the industry average. Starbucks leadership has committed to “provide” a great work environment … Starbucks is a human company. (Michelli, J. A. 2007, ‘The Starbucks Experience: 5 Principles for Turning Ordinary into Extraordinary’, McGraw Hill, USA) The Starbucks Experience