Small Business Recruitment: How To Hire A Salesperson
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Small Business Recruitment: How To Hire A Salesperson

And What To Do If It Doesn't Work Out.
4.9 (4 ratings)
Instead of using a simple lifetime average, Udemy calculates a course's star rating by considering a number of different factors such as the number of ratings, the age of ratings, and the likelihood of fraudulent ratings.
26 students enrolled
Created by Mr Keith Wymer
Last updated 5/2017
English
Current price: $10 Original price: $50 Discount: 80% off
5 hours left at this price!
30-Day Money-Back Guarantee
Includes:
  • 1 hour on-demand video
  • 13 Supplemental Resources
  • Full lifetime access
  • Access on mobile and TV
  • Certificate of Completion
What Will I Learn?
  • Use dozens of tips to maximise the chance of hiring a top producing salesperson but if you get it wrong, learn how and when to terminate their employment and cut your losses.
View Curriculum
Requirements
  • You should be responsible for finding, interviewing and hiring people to work in sales. It doesn't matter whether you're experienced and have got it wrong in the pastor if it's your first time hiring and you'd like to avoid the pitfalls. You'll want to make lots of notes, too!
Description
  • Ever hired a salesperson who couldn't sell or who thought their way was better than yours and made your life a misery?
  • Do you want to hire a sales professional who won't give you sleepless nights?
  • Do you want to invest in a revenue generating machine who'll stick with you for the long term?

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 plan and execute high value interviews.
  • How much time recruiting a salesperson will really take you.
  • How to develop an attractive salary and commission structure.
  • Whether to use a recruitment agency.
  • When to end the relationship.
  • Much more! 

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!

Who is the target audience?
  • Owners of small and medium-sized businesses; sales managers and directors; HR and recruitment professionals.
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Curriculum For This Course
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Section 2: Planning For A Successful Hire
2 Lectures 09:51

In this lecture we set the scene, defining the aims of the course, introducing the trainer and explaining what we're going to cover.

Preview 03:40

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.

Preview 06:11

A quick quiz to remind you of the simple planning steps outlined in chapter one

Planning For A Successful Hire.
5 questions
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Part 2: Planning The Mechanics & Processes.
1 Lecture 10:29

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.

Preview 10:29
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Part 3: Salary, Commission & Writing A Job Spec.
1 Lecture 04:57

This chapter explains how to work out attractive salary and commission levels before pulling together all the course's work so far into a job spec.

Preview 04:57
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Part 4: Where To Find Candidates And Should You Use A Recruitment Agency?
1 Lecture 04:17

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. 

Preview 04:17

Checking you remember the part about dealing with the agency if your new hire doesn't work out.

Using A Recruitment Agency.
1 question
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Part 5 - First Interviews.
1 Lecture 09:08

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.

Preview 09:08

Reminding you of a couple of basic points.

Planning For & Holding First Interviews.
2 questions
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Part 6 - Second Interviews
1 Lecture 05:40

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.

Preview 05:40
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Part 7 - From Job Offer To Induction
1 Lecture 07:01

The hard work starts now!

Job offer letters and contracts have to be signed, a training plan has to be created, supervision has to take place and much more to ensure a successful hire.

Preview 07:01
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Part 8 - What To Do If It Doesn't Work Out.
1 Lecture 06:06

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.

Preview 06:06

Testing your retention of the advice concerning onboarding your new hire.

From Job Offer To Induction.
4 questions
About the Instructor
Mr Keith Wymer
4.5 Average rating
30 Reviews
1,395 Students
3 Courses
Entrepreneur, Sales & Marketing Expert.

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."