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