What Does This Building, That Was Erected in 2 Days, and Sales Recruitment Have in Common?
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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell. Welcome to my sales recruitment video blog. 5 minutes of learning to hire the best salespeople.
This 15-story building was erected in just 2 days. It is level 9 earthquake resistant. They did not cut any corners. How did they do this?
They developed a system with processes, tools, and skills.
Over the past 100 years, many companies have accomplished great things using systems. Beginning in 1913, using a system of mass production, Henry Ford manufactured over 15 million Model T cars over a 19-year period. He also created one of the first franchise systems for distributing Ford automobiles.
A system can be used in making important hiring decisions. Today, I want to show you a system - the “Recruit the Best” system.
A client of ours used it to increase sales by 70% in just 12 months. They simply gained the knowledge, followed the steps, and recruited better salespeople for their team.
Here’s how it works:
There are 3 stages. In each stage, you will get 20 - 30% of the information you need to make a good hiring decision.
Stage 1: Screening
We first screen resumes. When we find a resume that meets our qualifications, we screen by phone using prepared questions. Next, we screen by e-mail, checking for communication skills and other important traits. If candidates pass this screening, we invite them in for an in-person interview where we ask them sales interview questions, which measure for specific traits and skills. The final step in the screening stage is checking references.
Stage 2: Personality Assessment
In the second stage, we use a personality assessment, or sales profile. We look for hardwired personality traits. Again, this stage gives us 20 - 30% of the information that we need in making a hiring decision.
Stage 3: In-depth Interview
The third stage is a final in-depth interview where we continue to ask interview questions for sales for a final evaluation of attitudes, motivations, character and personality traits, and sales skills.
Matching Score Sheet
After these three stages, we fill out a matching score sheet to lead us to a logical hiring decision.
Inside the system, we follow the processes in each step, use tools in the form of sales interview questionnaires and a score sheet.
The foundation of the “Recruit the Best” system is knowledge of human behavior.
Using a system to recruit and coach salespeople will greatly improve your success as a sales leader.
Thank you for joining me. See you next time on the Can They Sell video blog for more sales job recruitment training. As always, please leave your comments below, and forward this video to anyone who will benefit. Now go enjoy recruiting the best, and have fun in the sales interview.
Learn more about the following:
• Where to find sales people, where to find sale reps
• What to look for while recruiting salespeople - 5 Dimensions of the Best Salesperson Profile Hiring sales, hire salespeople, hire sales people, hiring sales people, hiring sales reps, IT sales recruitment, recruiting sales people, sales job recruitment
• How to look for the 5 Dimensions - get questionnaires - interview questions for sales, interview questions for salespeople, sales interview, interview questions for sales people
- Sales test, sales assessment, CPQ, Craft Personality Questionnaire
- Sales interview tips
- Sales job description – page 79, Can They Sell book
- Tips for screening resumes – Chapter 13, Can They Sell book
To YOUR Success,