A.M.P. PROGRAM
RECRUITING
This topic is a difficult one
for sales managers because your main objective is to increase
profitable revenue. This
goal is reached through your sales team’s performance.
If you have to spend an inordinate amount of time recruiting
and hiring, you won’t be able to dedicate as much time to your team.
This fact is the reason why much of the sales recruiting
function is pushed to the margins of the day.
Few sales managers want to spend the majority of their day
searching for new sales candidates.
However, sales is a high turnover department so
effective recruiting needs to be an asset.
The first step is to have a hiring process in place before
you need to use it. This
process allows you to swing into action the day after a salesperson
surprisingly resigns.
The second step is to know how to effectively interview sales
candidates. Interviewing
skills are difficult to develop outside of actually interviewing
candidates. Hopefully
you are not spending the majority of your time interviewing due to a
turnover problem. Yet
your skills may not be at the optimal level.
Sales candidates are able to adjust their “veneer”
to appear stronger than they truly are.
This fact is the reason why gut-level decision making by a
sales manager leads to bad sales hires for the company.
Our training process provides actionable steps that we teach
to you from writing the ad to onramping the new salesperson.
You will own a repeatable, objective hiring process that you
can initiate any time it is needed.
Effective Recruiting
Requires:
-
Repeatable System
– winging it during a hiring process is high risk.
Having a plan with steps to insure reliable, repeatable
success leads to effective recruiting.
-
Objectivity
– when absent, it leads to inconsistent hiring.
The unknown loss is the number of strong candidates who
are passed up due to subjective filters.
-
Growing Network
– network-based hiring is soon to be the dominant arena for
sourcing strong candidates.
An established network means you always have a bullpen
ready to call upon when an opening develops.
-
Interview Skills
– approach, format, questions, follow up – there are many
tactics to cutting through the veneer to get to the real
salesperson.
Understanding how to frame each interaction as a sales situation
provides a look into the candidate’s sales skills.
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