Post on 29-Nov-2014
description
Finding and hiring sales professionals
FALSE
Great salespeople are matched to the sales job.
Agenda
ü A look into U.S. / Canada sales job market ü The hiring process for sales
ü Tools for creative recruiting ü What sales professionals really care about ü Q & A
An inside look
B2B Sales -“Supply and Competition”
Finding sales talent where it’s scarce
1. Create a talent brand narrative
The story of "what it's like to work here."
2. Publish industry-relevant stories on LinkedIn
3. Prospect in "high supply" areas
4. Interview for attitude over experience
ü Heart of Silicon Valley ü Experiencing hyper growth ü Fierce competition for Sales professionals
Solution? The Apttus Sales Academy
Migration by region
The hiring process
The sales hiring process
ü Research the position
ü Describe the position
ü Creative recruiting
ü Interviewing
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Identify winning skills and character traits
• Former customers • Current customers • Above-average performers • Top sales performers
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The successful candidate will be a high-‐energy, self-‐mo9vated individual with a strong dedica9on to
customer service."
• Concentrate on specific skills
"This job requires the ability to conduct in-‐depth technical conversa9ons with IT directors in order to
define customized solu9ons.”
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The successful candidate will be a high-‐energy, self-‐mo9vated individual with a strong dedica9on to
customer service."
• Concentrate on specific skills
"This job requires the ability to conduct in-‐depth technical conversa9ons with IT directors in order to
define customized solu9ons.”
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The successful candidate will be a high-‐energy, self-‐mo9vated individual with a strong dedica9on to
customer service."
• Concentrate on specific skills
"This job requires the ability to conduct in-‐depth technical conversa9ons with IT directors in order to
define customized solu9ons.”
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Avoid hiring salespeople from direct competitors
Your three best sources:
1. Non-salespeople from your industry (including competitors)
1. Salespeople from similar companies in different industries
2. University and college grads
Top schools and fields of study Top schools Top fields of study
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Confirm your candidates have the right character traits
“What’s your greatest achievement?”
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Confirm your candidates have the right character traits
“What’s your greatest achievement?”
ü Research the position ü Describe the position ü Creative recruiting ü Interviewing
Confirm your candidates have the right character traits
“Write down two achievements from grade school, two from high school,
two from college, and two from post-college.
Now, tell me which you’re most
proud of.”
LinkedIn Alumni Tool linkedin.com/edu/alumni
LinkedIn Alumni Tool linkedin.com/edu/alumni
Fred Sanders Mallory Jones
Bill Rogers Ali Burlingame
Sam Smith Calvin McIver Tom Pa>erson
Sarah Vu Tammy Francis Stu Patrick
LinkedIn Alumni Tool linkedin.com/edu/alumni
What matters to Sales people
All sales professionals – U.S.
Female sales professionals – U.S.
Engineering professionals – U.S.
In Summary
WHERE
HOW
WHICH
What
Thank You