Sales Management Recruiting Topic 16. Recruiting is Important Significant Cost Mistakes are Costly Time Cost Too little recruiting Too much recovering.

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Presentation transcript:

Sales Management Recruiting Topic 16

Recruiting is Important Significant Cost Mistakes are Costly Time Cost Too little recruiting Too much recovering

Recruiting Steps Analyze the Sales Job Determine Job Qualifications Recruit Candidates Select Prospects Validate the Recruiting Process

Analyzing Sales Jobs Good, Bad & Ugly Multiple Sources

Job Description

Job Qualifications Legal Risks Too Strict can Hurt Compare to current success Sales Experience Technicians vs Salespeople

Recruiting Number of Applicants Calculation Internal Sources External Sources

Selecting Prospects Application Forms Personal Interviews Testing

Warnings Not wanting to sell “Marketing” or “Manager” Assertiveness Hire for the current job Good evaluation system 30, 60 & 90 day goals

Validate After the Fact

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