Recruiting a Top-Notch Sales Team: Newly Discovered Approaches
Transcript of Recruiting a Top-Notch Sales Team: Newly Discovered Approaches
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SELLING TO A SALESPERSONRecruiting a top-notch sales team
Logan McCune, MBA, SPHR, GPHR Northwestern Mutual
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NORTHWESTERNMUTUAL
STRATEGICCONSIDERATIONS
TACTICALEXECUTION
AGENDA
BURNING QUESTIONS
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“HIRING GREATSALES TALENT IS
BRUTALLY HARD.”SellingPower
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"We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But … the correlation's almost zero. It's really quite remarkable.”
Daniel Pink in To Sell is Human
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NORTHWESTERNMUTUAL
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STRATEGICCONSIDERATIONSOVER
ALL
CULTURE
PHILO
SOPH
Y
EXECUTION
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TACTICALEXECUTION*McCune, L. (2013). Global recruiting – align your recruitment strategy with your organizational goals and the global market . Global HR
Practitioner Handbook, 153-168.
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Adam Grant in Give and Take
“It didn’t matter whether the salespeople were conscientious or carefree, extroverted or introverted, emotionally stable or anxious, and open-minded or traditional. The defining quality of a top salesperson was being a giver.”
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[email protected] 503-445-5433
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