Career History 1993 : Warehouse Administrator in PT. Kalbe Farma 1993 : Medical Representative in PT. Kalbe Farma 1994 : Sales Promotion Executive in PT. Kalbe Farma 1995 : Supervisor PT. Soho for East Java Area 2009 : Sales Director PT. Soho Industri Pharmasi Education On going thesis in Indonusa Esa Unggul University Jakarta Executive Leadership Program at Monash University Australia Contact [email protected][email protected]Facebook : obed_fl
The article alerady shared in HR Conference with Inti Pesan at Aryaduta Hotel - March 17, 2011.
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1. 1993 : Warehouse Administrator in PT. Kalbe Farma
1993 : Medical Representative in PT. Kalbe Farma
1994 : Sales Promotion Executive in PT. Kalbe Farma
1995 : Supervisor PT. Soho for East Java Area
2009 : Sales Director PT. Soho Industri Pharmasi
Career History
On going thesis in Indonusa Esa Unggul University Jakarta
Executive Leadership Program at Monash University Australia
Education [email protected] [email protected]
Facebook : obed_fl
Contact
2. Recruitment and Selection For Sales People
Intipesan Conference Aryaduta Hotel, March 17, 2011
Shared by : Obed FL
3. The Youngest Indonesias Future Business Leader 2010 SWA
Magazine
4.
5. The Agenda
The concept to recruit sales people
Competency profile for sales people
The selection method
The obstacles in recruiting process and how to overcome
6. The Concept to Recruit Sales People
7. Learn from TAO ?
Trace the best candidate from field or by executive search services
?
The key success ?
8. The Emperor of TAO
9. The work of the TAO is more than 2000 years old but is still
relevant now
Twelve management abilities :
Know the Character of People
7. Choose the best person for the job.
8.
9.
Etc
(Carlopio & Andrewartha, 2008)
10. OUTSTANDING : 47 Ways to Make Your Organizational
Exceptional(John G. Miller, 2010)
Character is often described with words such as honesty, courage,
integrity, professionalism, desire and work ethic.
Outstanding organization hire character over
credentials.
11. OUTSTANDING : 47 Ways to Make Your Organizational
Exceptional(John G. Miller, 2010)
A classic hiring mistake : valuing book learning over
character.
12. The story of S 1
13. Trace by self or executive search services ?
Based on SOHO experienced :
SOHO as the fastest growing pharmaceutical company since 2000 and
always growing double than market.
Successful on new product launches.
50 % less in turn over compare to the other pharmaceutical
company.
14. Trace by self or executive search services ?
The web of people matters more than the web of technology.
(James Kouzes and Barry Posner)
Networking is essential for all SOHOs Manager.
15. The 5th key success in recruiting the best sales
person
We trace the best candidate and build the intimacy or deep
relationship before recruiting process.
The Story in Developing
SUMUT and NAD
16. The key success in recruiting the best sales person
We share the organization value, vision and mission
We talk about company policy for the best achiever in the
past
We ensure the candidate to learn and grow in SOHO
We care to the candidate since at the first time we met.
17. Competency profile for sales people
18. Specific competency :
Business and area knowledge
Business ethic
Customer networking
Source : http://4.bp.blogspot.com/
19. Sales Force Competencies
Source : www.jsasolutions.com.auP & SOHO Sales Force
Competencies
22. The structured interview
Psychological testing
The assessment centre technique
360-degree appraisal
Four Form of Management Assessment :
http://www.justlogin.com/images/mainpic.gif
23. The effectiveness of the interview improves from
unstructured interview to the structured interview to the
behavioral interview.(Carlopio & Andrewartha, 2008)
24. Effectiveness is enhanced even more when the interview is
combined with testing and a structured referee-checking process
.(Rioux & Bernthal 1999; Van Iddekinge et al.2004)
25. How to identify the sales person ?
High achiever with high income ?
High achiever with a high quality in maintaining relationship
?
Low performance candidate ?
Risk avoider ?
The structured interview to the behavioral interview
Source :
http://law.gsu.edu/photobar/interview_workshop.jpg
26. The obstacles in recruiting process and how to
overcome
27. Thousand of candidates but less the best one
Time limitation
The optimum efforts from competitors to keep their best
people
Lack of knowledge from recruiter about the vacant position
Lack of knowledge to use technology in recruiting
process.
28. The Sales Team of PT. SohoIndustriPharmasi
29. The Sales Team of PT. SohoIndustriPharmasi
30. Starbucks consistently spends more on training than it does
on advertising, compare to most 500 Fortune companies.
The employees turnover rate at Starbucks, according to some
reports, is 120 percent less than the industry average.
Starbucks leadership has committed to provide a great work
environment
Starbucks is a human company.
(Michelli, J. A. 2007, The Starbucks Experience: 5 Principles for
Turning Ordinary into
Extraordinary, McGraw Hill, USA)
The Starbucks Experience