Hiring Great Sales People

Half-day Coaching Seminar

"Men judge more from appearances than reality. All men have eyes, but few have the gift of penetration. Everyone sees your exterior, but few can discern what you have in your heart."
- Machiavelli, The Prince, 1532

The ability to hire winners is probably the chief determinant of success for Sales Management.

However so often this key task is an ad hoc process based on a couple of meetings and perhaps a short presentation from a candidate. 

This seminar is about taking the luck out of the recruitment minefield and replacing it with an objective, effective, consistent, and repeatable process that will find winners.

The one-day programme covers:

  • Successful Sales Recruitment
    • Why recruiting sales people is different
    • Flaws in the traditional process
    • Recruiting in your own image
  • The Profile of a Winner
    • Attitudes
    • Behaviour patterns
    • Motivation
    • Ability to discuss money
  • Developing a Clear Candidate Template
    • Avoiding the boilerplate exercise
    • Identifying the key role activities that bring success
  • Sourcing Candidates
  • Effective Screening Techniques
    • Reading between the lines
    • Involving colleagues
    • Objective telephone screening
  • The Interview
    • Questions that reveal attitude and behaviour
    • Interview activities that work
    • Understanding body language
    • Applying pressure
    • Winners. Followers and Losers
  • Using Tests Effectively
    • The right test for the right attribute
    • When to use tests
    • Testing for motivation
    • Limitations of tests
  • References
    • Using references in a meaningful way
    • Finding your own references
    • Checking past earnings and commission

To download details and a booking form please click here

 

 

Half day one to one or small group coaching seminar at your offices
Fees: £495 per session (plus VAT)*

 

If you have any questions contact Jon Howarth on 01604 883541

*travelling expenses charged at 40p per mile

 

 

 

 

Sales Wigwam is a member of The Wigwam Company © 2004
Other services provided by the Wigwam Company include UK headhunter (People Wigwam) and exhibition training (manning the stand)

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