Recruiting and Interviewing Salespeople

Featuring W. Steven Brown, C.P.A.E.

COURSE OUTLINE

What Is The Primary Objective?

To enhance the sales manager's ability to recruit sufficient numbers of qualified, competent salespeople.

Who Should Participate?

CEO's to front line sales, marketing and customer service managers. Anyone who is involved in the recruiting and interviewing of personnel involved in the selling process.

How Is It Used?

The system is facilitated internally within the client organization in a flexible manner. This ensures the content is personalized to resolving the specific challenges of the client.

What Will Be The Outcome?

Over time each participant will be able to:

• Effectively sell your opportunity
• Successfully manage turnover
• Design an effective recruiting brochure
• Capitalize on various recruiting sources
• Accurately define the job specifics
• Clearly describe job responsibilities and activities
• Communicate how performance will be measured
• Identify the competencies a person "must" have
• Quickly eliminate the losers
• Understand and identify key knock out factors
• Properly prepare for the interview
• Structure and ask meaningful questions
• Effectively listen and evaluate meaningful information
• Increase their selection success

Session #1 - "Sales - A People Business"

1. Why managed turnover is healthy
2. Recruiting is a sales process
3. We must sell opportunity
4. Designing an effective recruiting brochure
5. Optional recruiting sources

Session #2 - "If You Can't Describe The Job, You Can't Fill It"

1. Why sales management is challenging
2. Defining job accountabilities and activities
3. Determine and communicate how performance is measured
4. Establishing the job competencies
5. What "must" a candidate possess

Session #3 - "Increasing Our Percentages"

1. Quickly eliminate losers
2. Understanding and identifying knock out factors
3. Interview preparation
4. Removing our blind spots
5. Rules for a successful interview

Session #4 - "Question and Listen Your Way to Success"

1. Steps to the structured interview
2. Effectively conducting an interview
3. Asking meaningful questions
4. Rules for effective listening
5. Evaluation and selection