SalesForce Training - Training & Consulting

The Sales Management Challenge
Here's a story we've heard more than once. A (now) client of ours advertised for an experienced sales person on a major job board. They filtered through over 100 resumes, phone screened roughly 20 candidates, interviewed eight or so prospects and narrowed it down to two finalists. Everyone leaned toward the same person. The resume looked perfect, the references were glowing. This appeared to be a match made in heaven and the easiest hire in years. Six months later, the sales manager was very busy correcting the disaster caused by this now-terminated "exceptional" hire.

The SalesForce Solution
Jim Collins wrote a book several years ago titled Good to Great. One of its most important concepts is "getting the right people on the bus." We all want to hire the "right" people, but how do we get them on the bus? As part of The SalesForce Group of Companies, we have a solution. Our recruitment practice, SalesForce Search, assists organizations in finding, attracting, hiring, compensating and retaining top sales talent. According to Jim, "trying to motivate people is a waste of time. If someone needs to be motivated, they are the wrong person to have on the bus." Find people for your team who are self-motivated.

How It Works
The SalesForce Search Recruitment solution helps you find and retain your next top salesperson by focusing on three distinct components of proper recruitment, namely;

1. Benchmarking the job, so that everyone is on the same page about what the role requires from an individual in terms of skills, values, behaviors and task preference;
2. Uncovering the top available talent, both passive and active seekers, in the market place using our proprietary technology platform, SalesForce Capture;
3. Working with you to develop a project management approach to the interviewing, hiring and on-boarding process to stay on track with your desired timelines.

Do You Need It?
Ask yourself the following;

• Does your hiring process include looking for passive candidates?
• Have you ever hired a sales rep without conducting skill testing?
• Do you benchmark each sales role?
• Have you actually verified job history in addition to checking employment references?
• Are your interview questions structured to not only detect whether the candidate has basic knowledge, but has successfully done the job?
• Do you utilize candidate assessment instruments that test for values, attitudes, behaviors and task preference?
• Do you have well structured hiring timeline, with key milestone dates in place, with revenue generation as the target date?

If the answer to most of these is No, then consider contacting a hiring consultant at SalesForce. Statistics suggest that the cost of a sales mis-hire is 6 times the salesperson's base salary! That's right... six times. Does the cost of professional recruitment still seem high?

All organizations have turnover, whether by design or the nature of the market. You can bring your organization to greater heights by concentrating on who you invite to share a seat on your bus and who needs to get off at the next stop. If you evaluate your team now, you will produce a more successful organization with far greater results in the future.

Get Started
Please use the form below to receive a complimentary JOB BENCHMARKING tool that will identify the characteristics of the ideal candidate based on the role's requirements.

Company Name:
Contact Name:
E-mail Address
Phone Number:
Number of sales staff that will be using this tool:
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Please complete all fields above. All information is kept strictly confidential and will never be sold or rented.