Date and TimeThu, Nov 15, 2012 at 10AM Pacific / 1PM Eastern
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- They've learned that a salesrep with a past record of stellar performance elsewhere will not automatically overachieve for them in the future
- They depend less on a person's resume since resume accuracy is declining and social media presence is considerably more revealing
- They've learned that some candidates are talented enough in the interview process to get hired, but are not actually skilled enough to deliver the numbers once they are aboard
- They realize that a misfire in the past--a salesrep who doesn't make it through the first year--has cost them $150k to upwards of $1.5 million including lost business opportunity
What insightful companies are doing now to assure that they are building a high performing team of winners is applying a process to what they did informally in the past.
During this session we will explore the key components of this process.
Specifically you will:
- Learn the 6 most common mistakes managers make when hiring salespeople
- Discover the 15 required components of a pragmatic and proven hiring process
- Understand how traits, skills, and behaviors differ and how to determine which are required for your open sales position
- Learn why traditional interviewing techniques don’t work and what does.
- Understand what 7 danger signs to watch out for during an interview with a candidate
- Be convinced that predictive testing and simulations are worth the time and money
- Learn why customized on-boarding plans are a key to sales success
About Dave Stein
Dave Stein has worked as a sales representative sales manager, Director of Worldwide Sales Development, VP of Sales, VP of International Operations, VP of Client Services, sales strategist, and consultant. His hands-on work with businesses ranging from start-ups to the Global 100 provides him with a unique and pragmatic view of sales methodologies, sales training approaches, social selling, and the cultural, behavioral, and operational changes required for corporations to excel at the sales function. Dave’s first book, How Winners Sell, was a highly-acclaimed commercial success, and he is considered an expert by Sales & Marketing Management, Fast Company, the New York Times, BusinessWeek, Inc., Fortune, the Wall Street Journal, Harvard Business Review, and Forbes.