Hiring Truly Driven SalespeopleTips, Tactics and Techniques

Kevin GaitherVP of Inside Sales, uSamp

President, Los Angeles Chapter of AA-ISP

@kevinsgaither

#salesdrive

Got Questions? @kevinsgaither

Costs of Mis-Hires

*Phone Works 2010 Inside Sales Compensation Study

** Bridge Group 2010 Inside Sales Metrics and Compensation Study

*** Never Hire a Bad Salesperson Again, Dr. Chris Croner

****Topgrading for Sales, Dr. Brad Smart

Avg Team Size*Avg Base Salary**

Avg Mis-Hire Rate***

14 $63,000 50% 3 6

Cost of Mis-Hire Multiple****

$1,323,000 $2,646,000Cost of Mis-Hires

@kevinsgaither

Agenda

• Begin with the End in Mind – The Benchmark

• Drive! – Components and Sample Questions

• Free Offer

@kevinsgaither

The Salesperson Benchmark

• Do Not Try to Clone Your Top Performer!

• Begin with the End in Mind

• Brainstorm & Collaborate

• Hone & Define

• Develop Your Questions

“If the job could talk, it would clearly define the knowledge, hard skills, people skills, behavior and culture needed for superior performance. “ – Bill Brooks, The Brooks Group

@kevinsgaither

The Components of Drive?

• Need for Achievement

• Competitiveness

• Optimism

@kevinsgaither

Sample Qs – Need for Achievement

• What kinds of sacrifices have you had to make to be successful?

• Tell me about a few times where you exceeded expectations or went beyond the call of duty?

• What’s the toughest goal you’ve ever set for yourself? How do you plan to top it?

@kevinsgaither

Sample Qs - Competitiveness

• When was the last time you were competitive?

• Where do you rank on the sales team? May I have permission to contact your boss to ask about your rank?

• How would your manager rank your competitiveness compared to your peers? What makes your manager see you as competitive?

@kevinsgaither

Sample Qs - Optimism

• Think back to the last time you lost a deal, what did you do to recover?

• Describe a sale where your persistence really paid off. Another time.

• When was the last time a customer got under your skin?

• Tell me about a time when YOU got a result even though it upset somebody

@kevinsgaither

Free Offer

• Tweet at me @kevinsgaither

• Ask for the Inside Sales Sample Benchmark

• I’ll send you my sample Inside Sales Benchmark with

– 20 characteristics

– Definitions of characteristics and

– Nearly 80 sample questions you can use

@kevinsgaither