1. PAI Licensees July 12th, 2007 Frank Sessa
Hiring a Sales Person
PAI Licensees
July 12th, 2007
Frank Sessa

2. Agenda Profile Experience Payroll Experience Or Not? Interviewing
Recruitment Tools

3. Profile Cold Calling Experience Sales Process Experience
Financial Sensitivity
Basic Technical Ability
Big Company vs. Small Company
Job Experience: Office Equipment, Telecommunications, Financial/Acctg. background

4. Profile Good Presentation – 1st Impressions Listening Skills
Ability to sell to Multiple Decision Makers
Commodity/FAB/Needs Analysis/Consultative
OK with rejection – more often than commitment

5. Experience Large Company – Basic Training
Small Company – Adversity/Creativity
Business to Business Sale
Outsourcing Industries
2-4 years sales experience
Number Crunching
Use of SAT

6. Payroll or Not?
Payroll experience with national companies will provide fundamentals
Track record in the business
Geographic reference
No PR experience – no pre determined notions
Clean teaching slate
Ramp Up Period
Training Resources
CPA or Referral Channels (PR or NOT)

7. Interviewing Have several folks meet candidate Math test
Profile Testing
Presentation Skills
Time Management Questions
Track record – results or achievements
References – Check
2 Interview minimum
See Follow Up
Closing/Asking for the job

8. Recruitment Tools Newspaper – not the best Web Postings
Recruiter – Good and Bad
Personal Reference
Competition
Staff to be moved into sales
For One position – minimum of 3 candidates

9. Wrap UP
Q and A