SALES TALENT HIRING PRESEMTED BY NEW DELHI INSTITUTE OF MANAGEMENT
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10-STEP HIRING PROCESS 1. Develop Sales Hiring Playbook5. Complete Structured Interviews 8. Client Interviews for Fit 2. Place Sales Advertisements 3. Screen Résumés 4. Conduct Initial Phone Screens
6. Analyze Results
9. Complete Reference Checks
7. Complete Predictive Assessment 10. Extend Offer
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DEVELOP SALES HIRING PLAYBOOK Understand client’s culture and values Understand current sales process, go-to-market strategy and value proposition Confirm position objectives, requirements, and must-have skills / background Develop key accountabilities and measures Agree on components of compensation plan
HIRING PLAYBOOK COMPONENTS Complete Sales Diagnostic
Conduct interview with client to understand vision, current sales process, go-to-market strategy, value proposition, sales results.
Position Objectives
Prepare position objectives.
Candidate Requirements
Identify candidate requirements, background, and MUST-HAVEs
Identify day-to-day accountabilities and key measures
Outline plans for advertisements
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Accountabilities and Key Measures
Advertisements
Place ads in strategic media
Recap sales compensation
Develop new plan (optional)
Compensation Plan
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HIRING PLAYBOOK COMPONENTS
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Place Sales Advertisements Determine advertising / networking strategy to source candidates. Develop sales advertisements. Place advertisements in strategic media.
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Screen Résumés Conduct initial screen résumés for key requirements. Rank résumés.
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Conduct Initial Phone Screens Conduct a 15-minute phone screen to determine if high-level fit. Rank phone screens.
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Complete Structured Interviews Schedule one-hour structured interviews with top candidates Use 6-7 predictive job skills identified in playbook.
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Analyze Results Score each candidate. Rank candidates depending upon results.
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Complete Predictive Assessment Schedule Online Predictive Assessment for candidate to complete. Rank candidates based upon results. Present top candidates to client.
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Client Interviews for Fit Present up to three candidates for each sales position. Set up internal interview teams. Hold one-hour session with teams to review approach and process. Client interviews candidates for fit. Ask top candidate to prepare 90-day plan.
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Complete Reference Checks Final candidates present three references. Ask each reference if they know others who have worked with candidate.
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Extend Offer Top candidates return for final interviews. Select final candidate. Client prepares offer letter. Client extends offer pending background checks. Client completes background checks.
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