RECRU TOP TIP RECRUITING A SUPERSTAR SALES PERSON Name : Branch : Date :e Angela Milne, Area Sales Manager for The Berry Recruitment Group

MEET THE TEAM Name : Branch : Date :e

BERRY RECRUITMENT GROUP About Us Berry Recruitment Group on track to turnover 60 million 2015 Network of 30 locations across the UK and growing Temporary, Permanent, Volume and Ad-hoc Recruitment Solutions Multi-sector (broad range of expertise) Our ethos – innovation, integrity, quality service Area Manager – offices include Southampton and Gosport

BERRY RECRUITMENT GROUP Competency Based Interviewing 100 % = Perfect Prediction Cut off point 70% 30% 0.0 = Random Prediction Traditional Interviews – informal chit- chat (closed questions, impression management) Astrology or Palmistry CBI Interviewing Working Interviews Assessment Centres Skills Testing Psychometrics

BERRY RECRUITMENT GROUP What is Competency Based Interviewing? A structured series of questions aimed at extracting behaviour related information against specific job related criteria

BERRY RECRUITMENT GROUP The Anatomy of a Competency Motivation Interest Competency (behaviour) Qualifications Knowledge Skills Personality Experience

BERRY RECRUITMENT GROUP An Example of a Core Sales Competency Example : Drive to Achieve Has a strong worth ethic and is motivated to achieve results. Uses innovative approaches to develop creative solutions to achieve a competitive edge. Positive Behaviours Negative Behaviours Takes pride in what they doIs careless and has a ‘slap-dash’ approach Takes accountability for their own performance Blames others or refuses to accept responsibility Proactive, ‘can do’ attitudeReactive, sees goals as obstacles Has clear, stretching goalsLacks direction and purpose Demonstrates determinationGives up easily Develops innovative solutions to problems Sees set-backs or mistakes as an opportunity to learn Becomes demotivated by mistakes or things that “don’t go their way” Fails to learn

BERRY RECRUITMENT GROUP The STAR Technique SITUATION Specific to a situation. Gives context and background. Look for lots of “I” language. TASK Aims for the overall goal or goals to be achieved within the context of the situation, and why. ACTION Details how the Candidate achieved the goals, actions and behaviours. Proof. RESULT Details outcomes, lessons learned and key selling facts and figures

BERRY RECRUITMENT GROUP How To Recruit Your Next Superstar Rumbridge Street Totton Southampton SO40 9DQ T: Lisa Wright Jess Coombes Krissy Highmore Michelle Pedley Offices 7-8 Quay West Business Centre Quay Lane Gosport PO12 4LJ T: Angela Milne Amy Coleman Helen Clarke Lisa Gregory Alice Gordon Kay Fox Ruth Cozzi We would love to help! For more information : Southampton Gosport

BERRY RECRUITMENT GROUP Thank You for Listening