Breakfast buzz find, recruit, select, coach,

Find, Recruit, Select, Coach, Grow, Retain: Finding and Nurturing Sales Talent in 2014

Finding & Nurturing Sales Talent

• Why are we here?• Find• Recruit• Select• Coach• Grow• Retain• What did we talk about?


• Truths– Clients and Customers HATE sales turnover• So do your employees

– Recruitment and coaching are everyday processes• Always Be Recruiting

– Selection is the only “project” on this list– Success in sales requires more than a gregarious

personality– The best sales people are not the best managers


• Recruitment and Coaching is a PROCESS– Too many times, someone quits and the

recruitment project begins.• Fire Up The Machine!

– A successful business owner or sales managers will always have someone who is “ready, willing, and able” in the pipeline when a “chair becomes empty”

– Coaching is constant once the person is in the building


• Now, about that process


• Find– Where do I find my next great sales person?– Talented people are all around you– You just have to know what to look for and where

to look– Under rocks, around corners, and in front of you

Finding & Nurturing Sales Talent• Find– What to look for?• Commitment-Seeking

– Do they easily solve a problem?– Are they confident? – Do they have a presence?– Are they comfortable in a debate?

• Work Focus– Are they the hardest worker in the bunch?

• People Themes– Do people enjoy seeing them and seek their company?

• Innate Motivations– Are they motivated internally?


• Find– Where to look for your next sales person?• Service industries• Industrial positions• Teachers• Nurses• Non-Profits• Police Officers

http://www.eastshockeyclub.com/recruit-a-team-mate-get-a-rebate/recruit/


• Recruit– Why do they want to work for you?• IMPORTANTE!

– Why do they want to work for your company?• Culture• Opportunity• What makes your company and OFFICE unique?• WIIFM• YOU

http://kentuckysportsradio.com/?attachment_id=125276


• Recruit– Don’t be afraid to “cut” someone from the

recruitment process in this stage• Politely and Professionally


• Select & Recruit– Use a statistically accurate “assessment tool” to

show a map of the candidates strengths and talents– This will allow you to match the person to your

company– Assessment tools include Strength Finders, DISC,

Talent Plus, Gallup, and many more– Assessments also allow for coaching and

development after the hire is made


• Select– Now that you’ve identified them, which role do you

put them in?– Only “project” on the list– Define the role and the characteristics of the person

that will FIT that role– Characteristics include experience working with B-2-B,

broker relationships, travel, and many others– In radio, it might be someone who can work with an

advertising agency or call on a nightclub


• Coach– Regular interactions with the “manager” will allow

the sales rep to grow– Individual Management Questions• How they like to be managed• Motivations• Best / Worst Boss

– Get out in the field with them– It’s OK to be friends with your employees


• Retain– Create an engaging environment– Make it fun– Train ‘em well enough to be recruited away, treat

well enough so the grass isn’t greener


• Grow– What are the individuals goals?– Where do they want to be in 5-10 years?– What is their dream job?– Create an ALUMNI network


• What did we discuss?– It’s an everyday process– Only project is deciding where the FIT is for a

specific position– ABR – Always be recruiting


• I will work with anyone 1-on-1 about recruiting and training and “job specs”

• Contact Me:– [email protected]– 815-874-7861– @mikepaterson72 (Twitter)– LinkedIn (Mike Paterson)– Slideshare – mikepaterson72

mailto:[email protected]

Breakfast buzz find, recruit, select, coach,

Recruiting & HR

Transcript of Breakfast buzz find, recruit, select, coach,