7. SALES FORCE RECRUITING

WHY?

1. BUSINESS GROWS

2. REPLACEMENTS/ATTRITION

EXPENSIVE, TIME CONSUMING AND HAS LONG TERM IMPACT ON OPERATIONS (LEGAL ISSUES)

HIRING ANSWERS FOUR QUESTIONS:

1. HOW MANY

2. WHERE

3. WHEN

4. WITH WHAT SKILLS

SALES FORCE HIRING PROCESS:

1.  JOB ANALYSIS

2.  JOB DESCRIPTION

3.  FINDING APPLICANTS

4.  SCREENING APPLICANTS

5.  HIRING APPLICANTS

6. SALES FORCE SOCIALIZATION

PROCESS:

1. JOB ANALYSIS

STUDY OF THE SALES ENVIRONMENT AND JOB ACTIVITIES AND RESPONSIBILITIES

HR, SALES MANAGEMENT AND SALES PEOPLE

VERY SPECIFIC

2. JOB DESCRIPTION

TWO PARTS -  JOB DESCRIPTION AND JOB SPECIFICATION

IT  SETS THE STANDARD

HIRE AGAINST THE DESCRIPTION

SELF SCREENING

DESCRIPTION:

SALES ACTIVITY, SERVICING, TERRITORY MANAGEMENT, SALES ADMIN, TRAVEL, TRAINING (YOUR OWN AND OTHERS), SUPERVISORY

CUSTOMER RESEARCH ETC.

SPECIFICATION:

BUSINESS DEGREE, MBA, INDUSTRY EXPERIENCE, SALES EXPERIENCE, INTERPERSONAL SKILLS, SELF MOTIVATED ETC.

3. FINDING APPLICANTS

IN HOUSE PROMO/TRANSFERS

IN HOUSE REFERRALS

COMPETITORS

INDUSTRY ASSOCIATIONS

SCHOOLS

INTERNET

COMPANY WEB SITE

WALK IN

ADS

EMPLOYMENT AGENCIES

JOB FAIRS

RECRUITERS

CUSTOMERS???  no

4. SELECTION PROCESS (SCREENING)

RESUME

JOB APPLICATION

HR INTERVIEW

USUALLY CAN’T HIRE

PASS YOU ALONG

CAN REJECT YOU

TESTS

REFERENCES

FUNCTIONAL INTERVIEW

CAN HIRE YOU

CAN REJECT YOU

TYPES OF INTERVIEWS:

1. FUNCTIONAL

2. TEAM

3. MULTIPLE

4. PRESSURE

5. SALES TEAM

CREDIT CHECKS

PHYSICAL EXAM (DRUG TESTING)

5.  HIRING APPLICANTS

IT’S A NEGOTIATION

6.  SALES FORCE SOCIALIZATION

DURING RECRUITING

ORIENTATION

COMPANY TRAINING