Recruiting - 4th of the 10 Kurlan Sales Management Functions

Posted by Dave Kurlan on Mon, Nov 16, 2009 @ 11:11 AM

This is the 4th in my series of the Top 10 Kurlan Sales Management Functions.

#4 - RECRUITING

The most important things to understand about consistently recruiting strong, successful salespeople are:

  1. You must have a process - not just any process, but a world class, effective process that consistently yields great hires.  Watch this video where I discuss the sales recruiting process.


  2. You must use an assessment - not just any assessment, but a world class, sales specific, predictive, customized assessment that will consistently identify people that will be top performers for you, in your business, calling into your market, with your pricing model and competition. Watch this video where I discuss the use of assessments when hiring salespeople.


  3. You must be able to attract a large enough pool of quality candidates.  The best assessment in the world is only as good as the candidates being assessed.
  4. You must know how to screen and interview salespeople - it's not the same as interviewing for non-sales positions. Watch this video where I give a preview of how to interview salespeople.


  5. You must have an effective orientation - a 90 day program to on board and ramp up your new salespeople
  6. Sales Management must be effective at coaching, motivating and accountability.
  7. Always Recruit - not just when you need someone.
  8. Each hire must be stronger than your best salespeople.
  9. Make no exceptions to this process.
  10. Have realistic expectations about how long it should take before you receive consistent results from a new salesperson.

Of course I have written about this before. This was my take on the top 10 steps to recruit strong salespeople about 18 months ago. 

Here is a link to request and download my famous White Paper on the Science of Salesperson Selection.

Here is how recruiters react to the use of our assessments in the process.

These are the fact based reasons why new salespeople fail.

Here are my 10 Tips for Getting More Hirable Salespeople.

Here is my article on the comparison of sales hiring to baseball expansion.

(c) Copyright 2009 Dave Kurlan

Topics: Dave Kurlan, sales recruiting, Sales Force, sales management functions, sales candidates, hiring salespeople

Subscribe via Email

View All 1,700 Articles

About Dave

Best-Selling Author, Keynote Speaker and Sales Thought Leader.  Dave Kurlan's Understanding the Sales Force Blog earned a medal for the Top Sales & Marketing Blog award for six consecutive years. This article earned a Bronze Medal for Top Sales Blog post in 2016, this one earned a Silver medal for 2017, and this article earned Silver for 2018. Read more about Dave.

Email Dave

View Dave Kurlan's LinkedIn profile View Dave Kurlan's profile

Subscribe 

Receive new articles via email
Subscribe
 to the Blog on your Kindle 

 

 

Most Recent Articles

Awards

Vendor Neutral Certified 100 SalesTech Vendor Objective Management Group

Sales & Marketing Hall of Fame Inductee

MVP2018_badge_winner_SPC

Leaading Sales Consultants 2018

Top Sales Awards 2018 - Individual Blog -  Silver

Top Sales Awards 2018 - Article/Post -  Silver


Top Sales Awards 2018 - Assessment Tool -  Gold

 2016 Top Sales & Marketing Individual Blog - Bronze

Top Sales & Marketing Awards 2015 -  Bronze - Thought Leader

2016 Top Sales & Marketing Podcast - Gold

2016 Top Sales & Marketing Webinar - Gold

Top Sales & Marketing Awards 2015 - Bronze - eBook/White Paper

Top 50 Sales & Marketing Blog 2019

Dave Kurlan Top 50 Sales Influencer 2015

Sales Pro Insider Blog

Top 50 most innovative sales bloggers

Top100Strategic

Top100SalesInfluencersOnTwitter



Hubspot Top 25 Blogs

 

Free Tools

Sales Process Grader

Sales Candidate Assessment Free Trial

Sales Ghost Calculator

Sales Force Grader

Sales Hiring Mistake Calculator

FREE Recruiting Process Grader