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InkCycle Presentation
    Recruitment and Selection

                       Larry Coco
        Coco Training & Consulting
                December 7, 2011
Current Situation
   Sales turnover remains high…70+%
   Research tells us that the cost of a sales turnover
    now exceeds $34,000
   Do we have an effective Recruitment and Selection
    process in place?
   Is it well executed?
   Do we see staffing as a burden for the managers or
    an opportunity to build a stronger team?
   83% of sales teams are not fully staffed
Locating High Quality People
   Use the 3 Foot Rule ( Retail, technology
    companies, etc.)
   Build a People Bank of those currently
    employed…similar to a sales pipeline
   Utilize your best Customers as a lead source
   Schedule Career Nights
   Always remember that high quality men
    and women attract other high quality men
    and woman
Making Contact
              Introduce Yourself
State the Magic Words
   They were referred to you as a successful
    salesperson
   You enjoy meeting successful people
   I’m sure you are happy and not looking
   We need a good person from time to time and
    it never hurts to talk
The Interview Process
   Have our managers truly been trained in the art of
    face to face Interviewing?
    * 5 Step Interview Process-
      1. Open the interview- set expectations
      2. Gather information- ask behavioral questions
      3. Process the information- dig deeper
      4. Close the interview- next steps
      5. Evaluate- review results
Interview Tools and Resources
   Defined Job Description and Check-Offs
   Conduct Standards
   Activity Standards ( 50 Point System )
   Sales Expectations
   Employee Key Internal Values
   Behavioral Questions tied to these Internal
    Values
   Candidate Evaluation Report
JOB OBJECTIVES

   To sell business equipment systems in required volumes to meet or
   exceed both the company and personal quota and income
   requirements

                              JOB DUTIES

Equipment maintenance and inventory

21. Sign out all equipment, supplies and accessories taken
22. Regularly check all systems for proper operation
23. Protect all equipment from abuse and theft
24. Make all requests for additional equipment and/or accessories in reasonable
    advance of the need

Order handling and processing

28. Turn in all orders promptly, properly signed, and filled out completely
and legibly
Planning

1. Create a written daily, weekly, monthly and quarterly activity plan
2. Discuss these plans with the manager and keep him/her updated as
   requested

Territory Marketing

1. Initiate product or company mailings with phone or in-person follow up
9. Promote any conventions, trade shows, or product introductions within
   territory
Customer Service and Support

    1. Insure that all customer equipment is installed as agreed and that the
       customer is completely satisfied
    2. Periodically call on each customer to insure continued
    3. satisfaction and to obtain referrals
    4. When required, collect money from the customer
    5. Report and/or handle customer complaints
    6. Work effectively with service technicians
    7. Make all customers aware of new products or services that you feel may
       be of value to them
    8. Teach the customer how to most effectively use all the features of the
       equipment
Personal

   1. Always maintain positive businesslike behavior and
      appearance
   2. Read books and attend seminars and meetings that
      will improve effectiveness

Prospecting

   1. Make adequate new sales calls on potential buyers to
      secure appointments with the decision-making
      individuals
   2. Make new business calls in all areas of the territory
   3. Keep adequate records on potential buyers, current
      equipment and callback dates
   4. Provide the manager accurate accounting of new-call
      activity on a routine basis
Analyzing Needs

   1. Before making a demonstration, determine prospect’s wants and
      needs
   2. Be able to compare your products with that of the competitor’s
   3. Have complete product knowledge of your systems
   4. Write sales proposals, when applicable

Handling Objections and Closing

   1. Know and use various techniques of handling objections and
      closing sales
   2. Be able to overcome objections created by competitive equipment
   3. Be able to quickly calculate various equipment-acquisition Options

General Sales and Management

   1.   Attend all sales meetings
   2.   Understand and apply, where necessary, all bulletins
   3.   Follow management’s directives
   4.   Be supportive of your coworkers
   5.   Understand compensation plans and strategies
Sales Rep Activity Check-Offs
   See handout
Team Conduct Standards
   Exhibits positive daily disposition
   Complains only to supervisor
   Controls ego
   Presents requests in a respectful,
    businesslike manner
   Asks for fewer favors and
    communicates needs in advance
Team Conduct Standards
   Shows appreciation for co-workers’
    efforts
   Acts promptly on co-worker’s requests
   Provides accurate, readable paperwork
   Supports company decisions and works
    for profitability
   Exercises personal initiative
Activity Standards
On a daily basis, your goal is to accrue 50 points of
activity using the following measurement system:


Research Calls/Prospecting Calls               1 point
Current Customer Base Visit                    4 points
Callback Visits on Qualified Prospects         6 points
New Prospect Appointments                     15 points
Proposal Presentation/System Demo             15 points
Closing Call                                  15 points
Sales Expectations
   See handout
Key Values of Successful People
   Willingness to follow direction
   Amount of self discipline- can be left alone
    to do relevant tasks
   Ability to work under pressure- manage
    multiple priorities, multi-task, hit deadlines
   Emotional commitment to succeed
   General comprehension abilities- the
    ability to read people
BEHAVIORAL INTERVIEWING
                               Questions Focusing on Previous Behavior
   The concept behind behavioral interviewing is that past behavior and performance is the best
indicator of future behavior and performance. Questions are geared toward factual experience and
  are representative of how a candidate would handle a real situation. Since behavioral questions
    illicit discussions regarding a candidate’s previous experience, there are no “right” answers.
                        Answers will vary considerably from candidate to candidate.
 Behavior questions often start with “Tell me about a time when. . .” “Give me an example when
                you. . . “, “Describe a situation when. . . “, “Have you ever had to. . .”.

                                       Questioning Styles
                                  Commitment to Excellence
What was the most significant mistake you ever made in your last job? What did you learn from the
                   mistake? Did you make any changes to correct the error?

Give an example when you “went beyond the call of duty” to accomplish a goal. What drove you to
   take these actions? What was the outcome? Did you receive any recognition for the work?

Give me an example of when you sought to improve your knowledge or skills in a particular area.
                    What drove you to do this? What was the outcome?
Communication
Describe the toughest communications situation that you had to deal with.
What happened?
                           Creativity
Give me an example of how you have used your creativity to solve a
problem.
What would you say has been the most creative accomplishment in recent
years?
                         Decision Making

Describe a time when you were under pressure to make a decision. Did
you react immediately or take your time in deciding what to do?

                                Sales
Tell me about a time when you convinced someone to take action. What
was the outcome?
Give me an example of how you handled a difficult client.
Describe your most challenging sales call. What made it challenging and
how did you handle the situation?
What was your most successful sales call? Why?
Have you won any sales contests or awards? Tell me about them.
Interview Questions
 1. What do you know about our company?
 2. Give me an example of an important goal that you set for
     yourself. How did you reach it?
 3. Why are you interested in a sales position with our company?
 4. What do you think it takes for a person to be successful in a
   sales position?
 5. Why do you think you would make a good sales person?
 6. What would you like to be doing 2 years from now?
 7. How do you like to be managed?
 8. Describe three elements that would be present in an ideal
   position?
 9. What have you done to further your capabilities?
10. Summarize what you would bring to our company.
Interview Process Form
                        CANDIDATE EVALUATION REPORT

Name:                                  Position applied for…


   Willingness to Follow Direction                            1 2 3 4 5



   Amount of Self- Discipline                                 1 2 3 4 5


   Ability to Work Under Pressure                             1 2 3 4 5


   Emotional Commitment to Succeed                            1 2 3 4 5


   General Comprehension Abilities                             1 2 3 4 5
Closing Thoughts
   Don’t Settle
   The Iron Triangle of Sales Management consists of
    Recruiting, Management, and Training
   A manager should be strongly measured by this/her
    ability to attract key talent
   Recruiting requires a well defined strategy
    embraced by the entire dealer management team
   You must differentiate your company from all others
    and be in a position where people want your job
Coco Training Specializing in...
   The Sales Career Training Program
   The Sales Management Leadership Program
   Executive Coaching
   Strategic Planning

“Developing People and Companies With a Passion”
Thank You!
                                               Larry Coco
                                                President
                                            914.588.5384
                            larry.coco@salesoptimizer.com
                                     www.cocotraining.com

Affiliated with Sales Optimizer (formerly Applied Concepts Institute)

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Best Practices for Recruiting and Selecting Top Sales Talent

  • 1. http://www2.gotomeeting.com/g2w/images/709448674/161912801366241863/embed.jpg InkCycle Presentation Recruitment and Selection Larry Coco Coco Training & Consulting December 7, 2011
  • 2. Current Situation  Sales turnover remains high…70+%  Research tells us that the cost of a sales turnover now exceeds $34,000  Do we have an effective Recruitment and Selection process in place?  Is it well executed?  Do we see staffing as a burden for the managers or an opportunity to build a stronger team?  83% of sales teams are not fully staffed
  • 3. Locating High Quality People  Use the 3 Foot Rule ( Retail, technology companies, etc.)  Build a People Bank of those currently employed…similar to a sales pipeline  Utilize your best Customers as a lead source  Schedule Career Nights  Always remember that high quality men and women attract other high quality men and woman
  • 4. Making Contact Introduce Yourself State the Magic Words  They were referred to you as a successful salesperson  You enjoy meeting successful people  I’m sure you are happy and not looking  We need a good person from time to time and it never hurts to talk
  • 5. The Interview Process  Have our managers truly been trained in the art of face to face Interviewing? * 5 Step Interview Process- 1. Open the interview- set expectations 2. Gather information- ask behavioral questions 3. Process the information- dig deeper 4. Close the interview- next steps 5. Evaluate- review results
  • 6. Interview Tools and Resources  Defined Job Description and Check-Offs  Conduct Standards  Activity Standards ( 50 Point System )  Sales Expectations  Employee Key Internal Values  Behavioral Questions tied to these Internal Values  Candidate Evaluation Report
  • 7. JOB OBJECTIVES To sell business equipment systems in required volumes to meet or exceed both the company and personal quota and income requirements JOB DUTIES Equipment maintenance and inventory 21. Sign out all equipment, supplies and accessories taken 22. Regularly check all systems for proper operation 23. Protect all equipment from abuse and theft 24. Make all requests for additional equipment and/or accessories in reasonable advance of the need Order handling and processing 28. Turn in all orders promptly, properly signed, and filled out completely and legibly
  • 8. Planning 1. Create a written daily, weekly, monthly and quarterly activity plan 2. Discuss these plans with the manager and keep him/her updated as requested Territory Marketing 1. Initiate product or company mailings with phone or in-person follow up 9. Promote any conventions, trade shows, or product introductions within territory Customer Service and Support 1. Insure that all customer equipment is installed as agreed and that the customer is completely satisfied 2. Periodically call on each customer to insure continued 3. satisfaction and to obtain referrals 4. When required, collect money from the customer 5. Report and/or handle customer complaints 6. Work effectively with service technicians 7. Make all customers aware of new products or services that you feel may be of value to them 8. Teach the customer how to most effectively use all the features of the equipment
  • 9. Personal 1. Always maintain positive businesslike behavior and appearance 2. Read books and attend seminars and meetings that will improve effectiveness Prospecting 1. Make adequate new sales calls on potential buyers to secure appointments with the decision-making individuals 2. Make new business calls in all areas of the territory 3. Keep adequate records on potential buyers, current equipment and callback dates 4. Provide the manager accurate accounting of new-call activity on a routine basis
  • 10. Analyzing Needs 1. Before making a demonstration, determine prospect’s wants and needs 2. Be able to compare your products with that of the competitor’s 3. Have complete product knowledge of your systems 4. Write sales proposals, when applicable Handling Objections and Closing 1. Know and use various techniques of handling objections and closing sales 2. Be able to overcome objections created by competitive equipment 3. Be able to quickly calculate various equipment-acquisition Options General Sales and Management 1. Attend all sales meetings 2. Understand and apply, where necessary, all bulletins 3. Follow management’s directives 4. Be supportive of your coworkers 5. Understand compensation plans and strategies
  • 11. Sales Rep Activity Check-Offs  See handout
  • 12. Team Conduct Standards  Exhibits positive daily disposition  Complains only to supervisor  Controls ego  Presents requests in a respectful, businesslike manner  Asks for fewer favors and communicates needs in advance
  • 13. Team Conduct Standards  Shows appreciation for co-workers’ efforts  Acts promptly on co-worker’s requests  Provides accurate, readable paperwork  Supports company decisions and works for profitability  Exercises personal initiative
  • 14. Activity Standards On a daily basis, your goal is to accrue 50 points of activity using the following measurement system: Research Calls/Prospecting Calls 1 point Current Customer Base Visit 4 points Callback Visits on Qualified Prospects 6 points New Prospect Appointments 15 points Proposal Presentation/System Demo 15 points Closing Call 15 points
  • 15. Sales Expectations  See handout
  • 16. Key Values of Successful People  Willingness to follow direction  Amount of self discipline- can be left alone to do relevant tasks  Ability to work under pressure- manage multiple priorities, multi-task, hit deadlines  Emotional commitment to succeed  General comprehension abilities- the ability to read people
  • 17. BEHAVIORAL INTERVIEWING Questions Focusing on Previous Behavior The concept behind behavioral interviewing is that past behavior and performance is the best indicator of future behavior and performance. Questions are geared toward factual experience and are representative of how a candidate would handle a real situation. Since behavioral questions illicit discussions regarding a candidate’s previous experience, there are no “right” answers. Answers will vary considerably from candidate to candidate. Behavior questions often start with “Tell me about a time when. . .” “Give me an example when you. . . “, “Describe a situation when. . . “, “Have you ever had to. . .”. Questioning Styles Commitment to Excellence What was the most significant mistake you ever made in your last job? What did you learn from the mistake? Did you make any changes to correct the error? Give an example when you “went beyond the call of duty” to accomplish a goal. What drove you to take these actions? What was the outcome? Did you receive any recognition for the work? Give me an example of when you sought to improve your knowledge or skills in a particular area. What drove you to do this? What was the outcome?
  • 18. Communication Describe the toughest communications situation that you had to deal with. What happened? Creativity Give me an example of how you have used your creativity to solve a problem. What would you say has been the most creative accomplishment in recent years? Decision Making Describe a time when you were under pressure to make a decision. Did you react immediately or take your time in deciding what to do? Sales Tell me about a time when you convinced someone to take action. What was the outcome? Give me an example of how you handled a difficult client. Describe your most challenging sales call. What made it challenging and how did you handle the situation? What was your most successful sales call? Why? Have you won any sales contests or awards? Tell me about them.
  • 19. Interview Questions 1. What do you know about our company? 2. Give me an example of an important goal that you set for yourself. How did you reach it? 3. Why are you interested in a sales position with our company? 4. What do you think it takes for a person to be successful in a sales position? 5. Why do you think you would make a good sales person? 6. What would you like to be doing 2 years from now? 7. How do you like to be managed? 8. Describe three elements that would be present in an ideal position? 9. What have you done to further your capabilities? 10. Summarize what you would bring to our company.
  • 20. Interview Process Form CANDIDATE EVALUATION REPORT Name: Position applied for…  Willingness to Follow Direction 1 2 3 4 5  Amount of Self- Discipline 1 2 3 4 5  Ability to Work Under Pressure 1 2 3 4 5  Emotional Commitment to Succeed 1 2 3 4 5  General Comprehension Abilities 1 2 3 4 5
  • 21. Closing Thoughts  Don’t Settle  The Iron Triangle of Sales Management consists of Recruiting, Management, and Training  A manager should be strongly measured by this/her ability to attract key talent  Recruiting requires a well defined strategy embraced by the entire dealer management team  You must differentiate your company from all others and be in a position where people want your job
  • 22. Coco Training Specializing in...  The Sales Career Training Program  The Sales Management Leadership Program  Executive Coaching  Strategic Planning “Developing People and Companies With a Passion”
  • 23. Thank You! Larry Coco President 914.588.5384 larry.coco@salesoptimizer.com www.cocotraining.com Affiliated with Sales Optimizer (formerly Applied Concepts Institute)