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Sales Management Recruiting Topic 16. Recruiting is Important Significant Cost Mistakes are Costly Time Cost Too little recruiting Too much recovering.

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Presentation on theme: "Sales Management Recruiting Topic 16. Recruiting is Important Significant Cost Mistakes are Costly Time Cost Too little recruiting Too much recovering."— Presentation transcript:

1 Sales Management Recruiting Topic 16

2 Recruiting is Important Significant Cost Mistakes are Costly Time Cost Too little recruiting Too much recovering

3 Recruiting Steps Analyze the Sales Job Determine Job Qualifications Recruit Candidates Select Prospects Validate the Recruiting Process

4 Analyzing Sales Jobs Good, Bad & Ugly Multiple Sources

5 Job Description

6 Job Qualifications Legal Risks Too Strict can Hurt Compare to current success Sales Experience Technicians vs Salespeople

7 Recruiting Number of Applicants Calculation Internal Sources External Sources

8 Selecting Prospects Application Forms Personal Interviews Testing

9 Warnings Not wanting to sell “Marketing” or “Manager” Assertiveness Hire for the current job Good evaluation system 30, 60 & 90 day goals

10 Validate After the Fact

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