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Sales Management:. The Hiring Process:. Rolling the Dice or a Sure Bet. Member Response [email protected] 800-232-3131. www.RAB.com. http://rab.com/crsmJuly2011.html. Choosing the right one isn’t easy…. Possibly the Most Important Thing We Do as a Manager. - PowerPoint PPT PresentationTRANSCRIPT
www.RAB.com
Rolling the Dice or a Sure BetRolling the Dice or a Sure Bet
Member [email protected]
800-232-3131
Sales Management:
The Hiring Process:
http://rab.com/crsmJuly2011.html
Choosing the right one isn’t easy…
Possibly the Most Important Thing We Do as a Manager...
• Great hires do a great job
• Not so great hires, well...
Best time to recruit?
Where do you find salespeople?
Possibly the Most Important Thing We Do as a Manager...
Change...It’s Everywhere!
• Workplace
• Personalities
• Generations
Change...It’s Everywhere!
• Single Parents• Workplace Diversity• Relationship Boundaries• Transportation and
Proximity• Working From Home• Flex Hours• List Sharing/Job Sharing• More On The Way
Where do you look for salespeople?
Ready for a Better Career?WRAB, this city’s only radio station dedicated to listener, advertiser and
employee satisfaction, is expanding the Advertising Sales Department.
We’re looking for highly motivated, self-starters interested in a career in Radio Advertising Sales!
A PASSION for Sales & Media experience are a plus, but if you are friendly, organized, and ambitious with good time management and interpersonal skills…
Call Me! Sally Sells, Sales Manager 123-555-7890Email your resume to [email protected]
Recruitment Card Side 1
Keep with you to hand out to interesting or interested people you meet
WRAB Marketing Consultants Receive:* Base Salary PLUS High Commissions on
what they Sell* Health, Medical, Dental and Vision Benefits
* Laptop Computer* Training Program
• Advancement Opportunities with our Corporation
Referred by_____________________
Recruitment Card 2
Keep with you to hand out to interesting or interested people you meet
Keep with you to hand out to interesting or interested people you meet
Recruitment Pamphlet
Pre-Hiring Assessment
• Are you filling a vacancy?• Are you creating a new position?• Do you have the space?• Is there enough business to justify
the new person?– What are you basing it on?
• Is your staff behind the decision?• Is your staff prepared for the new
person’s arrival?
Do You Need Another Sales Person? Really?
Potential Revenue• 4 calls per day x 5 days = 20 calls• 20 calls x 50 weeks = 1000 calls• 1000 calls x 20% closing ratio = 200 sales• 200 sales x $1000 average order = 200,000
annual revenue
But that’s gross...
Will This Hire Generate ROI?
Cost of Hire• Any recruitment costs• Initial salary• Benefits• Materials and equipment
costs• Training• Missed sales due to
inexperience• Commissions
Will This Hire Generate ROI?
• You may just break even in the first year of employment
• Not all your hires will make it through the first year, but even the ones who don’t will be generating expenses
• Think it through• Hiring better sales people will
maximize ROI
Will This Hire Generate ROI?
The Two Primary Considerations
1. Enough income for the salesperson?2. Cost-of-sale (COS) fair for company?
The Importance of Personality Style
The Process
• Job description
• Job posting
• Expectations
• EEO
• Advertise
• Review applications• Interview• Check references• Extend offer
Job Description
Job Posting
On Air Announcements
What Makes a Good Sales Person
*Harvard Business School
Attributes Of a Top Salesperson
• Job commitment• Strategic orientation• Intellect• Mental alertness• Sociability• Authoritative• Dependability
• Persistence• Courage• Ability to improvise• Inquisitiveness• Forcefulness• Tenacity• Straightforwardness
*Source: Harvard Business School
Hiring Process – The Interview
Don’t tell too much
Set a positive tone
Explain the interview
Know the skills
Take notes
• Call in finalists• Third meeting• Check references• Extend offer in writing
• Use a written formal employment agreement• All new employees must go through a
probationary period• Make sure you have an agenda and schedule
prepared for at least their first two weeks• Make an announcement to your staff before
the new employee starts
When You Make an Offer...
Hiring Process – The Interview
Hiring Process – The Interview
Suggested insight questions
What has been your best job so far, and what made it so good?
What has been your worst job so far, and what made it so bad?
Is there anything you think you should tell me about now rather than me finding it out later?
Legal Considerations
DO NOT ASK ABOUT...
• Date of birth• Maiden name• Previous married name• Marital status• Name of spouse• Children• Arrest record• Ancestry• Religion• Race
Termination – The Process
• Document performance
• Meet with employee
• Put it in writing
• Have witnesses
Final Tips
• Define the skill set you are looking for
• Define the experience level you are looking for
• Develop your interview architecture and use it for all candidates
• Use the same criteria to analyze all applicants
• Conduct multiple interviews, especially with finalists
• Thoroughly vet each applicant and check all references
Final Tips
• Make sure you understand the legalities of interviewing job candidates
• Follow your company’s EOE guidelines to the letter
• Ask pertinent questions and listen to the answers
• Have a form to use as you record the interviewee’s responses
• Arrange for interviews with other staff members
Final Tips
• Recruiting is an on-going responsibility
• Too much down time on key accounts will cost you money
• Having candidates that have already been vetted allows you to move quickly. These hires tend to stick.
• Trying to rush the vetting process causes you to make “desperation” hires. These hires tend to not work out.
• An outside testing product can be very helpful
Final Tips
• When ever you talk to clients, ask the for the names of sales people they are impressed with
• Seek referrals from top performers (reward referrals)
• When you get great personal service from a non-radio sales person, discuss radio sales with them
• Use recruitment advertising on your own station(s) broadcasts and websites
www.RAB.com
Rolling the Dice or a Sure BetRolling the Dice or a Sure Bet
Member [email protected]
800-232-3131
Sales Management:
The Hiring Process: