Summary
Consistently hiring star sales performers and avoiding bad hires is critical to the success of any sales organization.
Recruiting and Selecting Stars provides sales managers with a systematic selection process to recruit, screen, interview, and select high performance sales professionals. This program will help sales managers implement a system that will result in hiring more high-potential, star sales professionals and reduce turnover. Sales managers will learn critical recruiting skills, including:
Challenges to Effectively Selecting Great Sales Reps
- Interviewing challenges faced by sales managers
- Cost of hiring a bad sales rep
- Common pitfalls in sales rep recruiting
Developing a STAR Profile
- Overview of nine step recruiting and selection model
- Identifying characteristics of an ideal sales rep
- Using STAR profile to identify key skills, behaviors and competencies of high performing sales rep
Building a Recruiting Pipeline
- Understanding the optimal number of qualified candidates to have in your recruiting pipeline to make one successful hire
- Where to find great candidates
- Leveraging social networks to identify sales talent
Screening-In Candidates
- Screening-in candidates using the STAR profile
- Resume red flags that can lead to bad hires
- How to conduct phone screens and common pitfalls to avoid
Interviewing Candidates Using STAR Questions
- Planning in-depth interviews
- Using STAR Behavior Questions (Situation, Task, Action, and Result) to uncover key candidate intangibles during an interview
- Applying STAR Behavior Questions to common interviewing situations
- How to conduct effective interviews and controlling for personal biases
Making Hiring Decisions
- Using the Decision Matrix tool to select candidates
- How to conduct second interviews and reference checks
- Making a final decision and managing the gap between offer and start date
Length: 2 hours