This course explains how to plan for a successful hire and what to do if it doesn't work out. In just one hour you'll learn:
How to Hire A Salesperson Successfully will help you learn from my experience of over 25 years of hiring more than 1000 salespeople so you can minimise the cost and disruption that hiring and firing a salesperson creates.
Hiring a salesperson is really difficult - and expensive!
The purpose of this course is to provide a road map to minimise the risk of getting it wrong while giving you a lifeline if you do.
Why not enrol now and save yourself lots of time, money and heartache!
In this lecture we set the scene, defining the aims of the course, introducing the trainer and explaining what we're going to cover.
The most common reason for a new salesperson not working out is that the boss hasn't planned in sufficient detail what the job entails. You need to build a road map so you can stick closely to your plan. The salesperson needs to read the road map before taking the job so they know what will be expected of them. It's all about clear communication and this chapter sets out the foundations of planning for a successful hire.
A quick quiz to remind you of the simple planning steps outlined in chapter one
In this chapter we set out both the tangible and intangible aspects of the job which can be measured or observed. We start off by looking at who should generate the sales leads, whether or not your new hire should do client relationship management as well as new business sales.
We move on to defining the steps of your sales process and how you want it implemented. Next we look at dress code, names on business cards, whether to use their mobile or yours and etiquette when selling.
Finally we consider what a salesperson looks like.
Here we look at where to find high quality candidates, where not to look and we answer the question of whether you should spend your money on a recruitment agency.
Checking you remember the part about dealing with the agency if your new hire doesn't work out.
Your candidates will be nervous but did you know it's OK for you to be nervous too?
In this chapter we look at the typical elapsed time required to find, select and induct a good candidate.
We look at how a bad interview experience can spoil a good candidate and why planning is critical for a successful interview.
We examine well-crafted interview questions and point out a common problem interviewers experience with the candidates in the middle of their list of interviewees.
Reminding you of a couple of basic points.
Second interviews can be more difficult for the interviewer than the first round so we look at getting candidates to make a meaningful presentation and how to create second interview questions.
Before that, we look at planning for second interviews including the use of social media.
If you follow the advice in this course, the chances of a failed hire are greatly reduced. None the less, sometimes things just don't work out and you have to let your new hire go. This chapter explains what to look for, how long to wait before termination and how to go about it.
Testing your retention of the advice concerning onboarding your new hire.
I started my first sales job in 1970 and since then, I've been a Sales Rep, Sales Manager, Sales Director, Marketing Director and Managing Director.
I've started up, bought and sold 9 businesses including training companies, a detective agency and call centres in London, Glasgow and Mumbai. In fact, I was a pioneer in the rush to move call centre work to India back in the early 2000's!
My businesses have ranged in size from one employee to 1000 employees and have always been characterised by exciting sales growth.
All of them have relied on terrific marketing for sales lead generation and consultative selling to win high value clients in both B2B and B2C markets.
I have a Masters degree in European Marketing Management and have completed Cranfield Business School's "Business Growth Programme."
In addition to my pioneering work with Indian call centres, I created the concept of "in-sourcing (outsourcing work to my staff operating from clients' premises)" and am the author of an Amazon top selling book, "How To Hire A Sales Person Successfully And What To Do If It Doesn't Work Out."