Hiring a Winning Team:
The Science of Selecting Salespeople
Nothing is more important than getting the right people on your team. Hire the wrong salespeople, and your job as a manager becomes a nightmare. In this workshop, we introduce you to a statistically-validated approach for selecting the right salespeople that has been proven to yield dramatically better hiring decisions. We share the science and the tools you need to build a sales force of star salespeople, including best practices for conducting insightful candidate interviews.
Who Should Attend
- Anyone involved in the recruiting or selection of a sales force
What You Will Learn
- The different types of selling roles that many scientific studies have revealed
- Which specific roles you have in your organization
- The personal characteristics that predict success in each
- How to predict the success or failure of an individual for each of your selling roles
- How to conduct a structured salesperson interview
What You Will Do
- Identify the types of selling roles that you have in your organization
- Assess the potential for several of your salespeople to succeed in their current roles
- Prepare for and conduct a structured interview
- Develop an action plan for improving your own recruiting and selection processes
This session includes 3 individual assessments of your salespeople, to be completed online prior to the workshop and debriefed during the course of the discussion
Research Base: HR Chally Sales Profile Validation Studies
Duration: 1 Day
Location: Site of your choice
