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2 crucial keys to a successful sales hire

Often times I find that the majority of my sales coaching would be even more effective if the company had hired the right salesperson and started them off on the best possible foot.

And when I have seen the best results it is when the company had certain crucial keys in their sales hiring process.

I absolutely believe that sales is a noble and respectable profession. Salespeople are the connection between a problem and a solution. If you think about it, isn’t that how we make the world a better place?

When we start using a data based and scientific process to finding, hiring, and developing salespeople- the rest of the world will start to believe it too.

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2 crucial keys to a successful sales hire

  1. 1. 2 Crucial Keys to a Successful Sales Hire How to select and set salespeople up for success. @icarolemahoney
  2. 2. Introduction Unbound Growth Founder www.unboundgrowth.com linkedin.com/in/carolemahoney @icarolemahoney
  3. 3. Agenda ➔ Key #1- Sourcing and Selection ◆ Ideal Salesperson profile ◆ Attracting candidates ◆ Data based assessment ◆ Data qualification interviews ➔ Key #2- Onboarding and Development ◆ Buyer centric ◆ Information chunking ◆ Real world application ➔ The problem ◆ Leadership perspective ◆ Front line perspective
  4. 4. 1 ● Average tenure = 16 months ● Average ramp time = 3.2 months ● Quota attainment =68% Source: The Bridge Group- 2016 Sales Development Metrics @icarolemahoney
  5. 5. Sourcing & Selection @icarolemahoney
  6. 6. Role SpecificationIdeal Salesperson Profile ● Position, level of difficulty, job requirements ● Market and buyer role ● Resistance and competition ● Pricing, AOV, sales cycle length ● Post sales responsibilities ● Opportunity creation ● Culture and environment @icarolemahoney
  7. 7. Attracting Candidates ● Describe the applicant, not the job ● Glassdoor review ● Referrals from team ● Universities ● Veterans programs ● Networking events ● LinkedIn jobs & InMail ● Job boards @icarolemahoney
  8. 8. Data based assessment ● Mindset ● Behaviors ● Skills ● Environment @icarolemahoney
  9. 9. Data qualification interviews ● Describe a situation where…? ● How did you handle…? ● Can you give me an example of…? ● Intangibles @icarolemahoney
  10. 10. Onboarding and Development @icarolemahoney
  11. 11. Buyer Centric ● Their world ● Their business issue ● Their goals ● Their decision making process @icarolemahoney
  12. 12. Information Chunking ● 15-20 minutes ‘chunks’ ● Simulations and testing ● Online learning ● Easily iterate, scale & measure @icarolemahoney
  13. 13. Real World Application ● Forgetting Curve ● Adult Learning Theory ● Data Centric ● Customized ● Continuous @icarolemahoney
  14. 14. Questions & Contact Info Carole Mahoney e@carolemahoney.com Resources: http://bit.ly/saleshiresuccess @icarolemahoney

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  • NoraZartler

    Jul. 12, 2020
  • ServehEbrahimi

    Aug. 25, 2020

Often times I find that the majority of my sales coaching would be even more effective if the company had hired the right salesperson and started them off on the best possible foot. And when I have seen the best results it is when the company had certain crucial keys in their sales hiring process. I absolutely believe that sales is a noble and respectable profession. Salespeople are the connection between a problem and a solution. If you think about it, isn’t that how we make the world a better place? When we start using a data based and scientific process to finding, hiring, and developing salespeople- the rest of the world will start to believe it too.

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