PAI Licensees July 12th, 2007 Frank Sessa Hiring a Sales Person PAI Licensees July 12th, 2007 Frank Sessa

Agenda Profile Experience Payroll Experience Or Not? Interviewing Recruitment Tools

Profile Cold Calling Experience Sales Process Experience Financial Sensitivity Basic Technical Ability Big Company vs. Small Company Job Experience: Office Equipment, Telecommunications, Financial/Acctg. background

Profile Good Presentation – 1st Impressions Listening Skills Ability to sell to Multiple Decision Makers Commodity/FAB/Needs Analysis/Consultative OK with rejection – more often than commitment

Experience Large Company – Basic Training Small Company – Adversity/Creativity Business to Business Sale Outsourcing Industries 2-4 years sales experience Number Crunching Use of SAT

Payroll or Not? Payroll experience with national companies will provide fundamentals Track record in the business Geographic reference No PR experience – no pre determined notions Clean teaching slate Ramp Up Period Training Resources CPA or Referral Channels (PR or NOT)

Interviewing Have several folks meet candidate Math test Profile Testing Presentation Skills Time Management Questions Track record – results or achievements References – Check 2 Interview minimum See Follow Up Closing/Asking for the job

Recruitment Tools Newspaper – not the best Web Postings Recruiter – Good and Bad Personal Reference Competition Staff to be moved into sales For One position – minimum of 3 candidates

Wrap UP Q and A