The Kauffmann Group, LLC Outsourcing Expert Mini-Briefing HIRING EXCEPTIONAL SALESPEOPLE January 2008

2 The Kauffmann Group, LLC Hiring Exceptional Salespeople The Exceptional Salesperson Hiring Process Characteristics Understanding of Sales Methodologies Competitive Knowledge

3 The Kauffmann Group, LLC The Exceptional Salesperson In short, exceptional sales professionals don’t think like salespeople; they think from their customers' perspective and look at the situation through a similar lens. They aren’t worried about making the sale or being impressive. They are focused on understanding their customer's view, their world, and the unique requirements their customer may have.

4 The Kauffmann Group, LLC Hiring Process Step One: Carefully Define Your Requirements * Develop a detailed job description Step Two: Know Available Resources * Identify the names of top sales performers who are working for your competitors * Target top sales performers in companies that sell complementary products to your customer base Step Three: Sell the Job * Company Vision * Unique Sales Proposition * Competitive Strategies * Growth and Advancement Opportunities Step Four: Understand the Skills and Traits of Top Performers Step Five: Develop A Rigorous Process * Build the right interview team including different personality types from a cross section of your company (sales, marketing, finance, and human resources) * Train each interviewer on behaviorial interviewing skills * Assign different topics to people * Record team member written feedback after interviews * Implement sales assessment testing process * Conduct a 360 degree background check * Offer

5 The Kauffmann Group, LLC Characteristics Protect Their Customer’s Self Esteem Don’t Present Driven: Sense of urgency and a need to accomplish the task at hand. Confidence: Believes in their own abilities. Outgoing: Project a great first impression and is energized by social interactions. Assertive: Effectively control interactions. Funny: Engages customer emotions, is likeable and memorable. Structured: Leads the customer through the process, organized and follows through. Relational: Cares about the person, not just the sale, effectively identifies customer needs. Focused: Doesn't get sidetracked, knows the final destination.

6 The Kauffmann Group, LLC Understanding of Sales Methodologies Have an appreciation for different sales methodologies Can clearly articulate the values of each Understand how to incorporate sales methodologies in a real world sales environment

7 The Kauffmann Group, LLC Competitive Knowledge Intimately understands competitive strengths and weaknesses Understands their sales approach Identified their Unique Value Proposition Developed a detailed comparison with competitive products/services Has an appreciation for competitive customer agreements

8 The Kauffmann Group, LLC Additional Information For more information on this topic feel free to contact this presenter directly at: Marc Kauffmann President The Kauffmann Group, LLC CHANGING THE WAY BUSINESS DOES BUSINESS Telephone: (201) Facsimile: (201) Web site: