Recruiting and Selecting Sales Stars
What you'll learn
- Identify effective process, techniques and tools for selecting salespeople.
- Explore methods to evaluate and hire high-potential salespeople.
- Discover how to reduce sales turnover through recruiting and selection.
- We recommend you download an Interview Planner and a Comparison Guide for Finalists, both effective selection tools that will be covered during this course. We also recommend that you complete the related management course, Managing Sales Performance, which will help you review and define expectations for new and existing hires.
Many salesforces today experience a high turnover, often 20-25% annually, costing around $250,000 to replace each salesperson. While sales training, products, culture, and marketing affect retention and success, the ultimate failure is often recruiting and selecting the wrong person.
Human Resources and other staff members may be on the recruiting/selection team but the sales manager has the final responsibility for the selection. Without comprehensive training, the sales manager is prone to a multitude of mistakes: not interviewing enough qualified candidates, taking shortcuts to fill a territory, missing red flags, failing to do an in-depth series of interviews, etc. Selling successfully requires a unique set of skills, behaviors, motivation, and this course provides tools and learning for the sales manager to dig deep and make the right decision.
In this course, you learn how to develop a recruiting/selection campaign utilizing a proven selection process for salespeople. The Porter Henry process includes critical steps like: recruiting by the numbers, screening in desirable candidates, planning in-depth interviews using a unique 4-step behavioral questioning process, comparing finalists, and validating your choice with failsafe techniques.
Who this course is for:
- Anyone interested in Human Resources, Recruitment, Sales, Management, or related fields.
Illumeo, incorporated in 2009, is revolutionizing the hide-bound world of corporate learning. Illumeo works with corporate professionals and organizations of all sizes to build the skills and capabilities that help everyone be an expert at their job.
Based in Silicon Valley, CA, Illumeo serves thousands of corporations and corporate professionals across Finance, Accounting, Human Resources, Sales and Marketing. The platform offers assessments, industry-benchmarked competency analyses, hundreds of expert-developed courses, collaborative tools, and the ability for companies to self-publish internal courses that promote institutional knowledge retention and dissemination.
Illumeo is the place for expertise management and we are dedicated to the proposition that everyone can be an expert at their job.
PARTNER WITH PORTER HENRY & CO. and
PRESIDENT, WESTERBERG & ASSOCIATES, INC.
Jeff graduated from Colgate University and served as a Captain in the USAF. He began his corporate career at Richardson-Vicks/ Proctor & Gamble, and then moved to the Coca - Cola Co. His focus was in national account sales, sales management, brand management and general management. In 1994, Jeff began his partnership with a leading international sales training firm, Porter Henry & Company… and has traveled the globe conducting sales, management and leadership training ever since. In 1995, he started his own firm, Westerberg and Associates, Inc., with a concentration in building high performance teams through coaching, training, consulting and retained executive search.
Jeff has worked across a wide range of industries, including consumer products, technology, manufacturing, information and financial services, software development, pharmaceuticals, healthcare ,animal healthcare, automotive, professional services, telecommunications, transportation and churches. Clients include: Equifax, Boehringer Ingelheim, MicroStrategy, Towers Perrin, BellSouth, Efficien Technology, The New York Times Co., Georgia Ports Authority and Chrysler Financial.