8 Time-Tested Rules For Hiring & Retaining Salespeople

(Rule 6 Almost Started A Fistfight)

www.GoRSPA.org/Education

Jim Roddy

Business Solutions Magazine President

Hire Like You Just Beat Cancer Author Jim.Roddy@BSMinfo.com @Jim_Roddy

Hire Like You Just Beat Cancer

Primary Goal: Learn time-tested hiring best practices you can implement at your organization immediately.

Secondary Goal: When cancer invades your life, fight back!

Who Am I?

.302, 660 HR, 3283 hits .344, 521 HR, 2654 hits .338, 135 HR, 3141 hits

Who Am I?

Mario Mendoza .215, 4 HR, 9 years

Bill Bergen .170, 2 HR, 11 years

Johnnie LeMaster .222, 22 HR, 12 years

Hitting &

Sales Hiring

Bill Bergen Worst Hitter Ever

Ted Williams Hall of Fame

Rule #1

Raise Your Standards

Rule #2

Fire Your Lousy

Salespeople

Rule #3

Sit Down & Write A

Training Plan

Rule #4

Don’t Get Hypnotized By A Resume

Rule #5

Test, Don’t

Guess

Rule #6

Challenge Them

Rule #7

Slow Down, You Move

Too Fast

Rule #8

Set Clear Expectations

5 Tremendous Questions

1. Tell me about your sales process at your current/previous job.

2. Of all your work in sales, have you been more successful servicing clients or developing a new territory? Why?

3. Could you see yourself enjoying this job for 10 years or more? Why?

4. Give me an example of you closing a sale quickly.

Thank you. Can you give me another example?

5. Give me an example of a long sales cycle and your persistence to see the process through to the close.

Thank you. Can you give me another example?

My Best Hire

Ever

Thank You & Happy Hiring!

Business Solutions Magazine BSMinfo.com

Hire Like You Just Beat Cancer HireLikeYouJustBeatCancer.com Jim.Roddy@BSMinfo.com @Jim_Roddy