Sales Recruitment and Interviewing Skills

Course Overview

Failings in the recruitment and selection process can do more damage to a business than almost any other factor, which makes attracting and retaining the best salespeople fundamental to business success. This course will provide the tools that will enable you to recruit salespeople who have the right attributes to become long term business assets.

Audience

The course is designed for Sales Directors and Sales Managers who are responsible for sales team performance. It will also help anyone who is concerned with company profitability and is able to influence sales strategy.

Course Outline

The course will cover key topics to enable delegates to:

• Avoid the most common mistakes of recruitment
• Build a competitive remuneration package
• Write a job specification
• Understand the essentials and desirables required for success
• Design a recruitment advertisement
• Use media and head-hunters
• Identify objectives for the interview
• Achieve results from recruitment agencies
• Classify and review the evidence against the success criteria
• Conduct non pressure interviews
• Use probing questioning techniques
• Use psychometric measurement to aid the selection process
• Recognise the twenty one personal characteristics that produce sales success
• Retain candidate contact and interest after the interview
• Explain the 'behaviour of sales success' and agree SMART objectives
• Manage performance during probationary periods
• Implement effective practices to encourage a diverse workforce
• Offer employment to the successful candidate
• Manage large recruitment drives with competent systems and strategies
• Understand the legal requirements of the recruitment process

Benefits for your organisation:

Organisations will benefit by gaining a framework for an effective recruitment campaign that will enable them to locate and proposition the best available candidates. It will show how to manage the process from start to finish, avoiding the most common and expensive mistakes. The result will be a team who adopt 'the behavior of success' and develop into a profitable sales force.

Benefits for you as an individual:

You will learn the importance of the right attitude and how to recognise it. The course offers an alternative strategy to recruiting professionals which so often leads to costly disappointment. The course will improve your ability to locate, interview and employ candidates who will learn quickly, work hard and produce increasingly better results.

To take away from the course:

• Plan of action the will improve performance
• Completely new recruitment process
• Profile of the most successful salespeople

Professional Standards

All of our sales courses are based on MSSSB National Occupational Standards ensuring that sales people at all levels of seniority gain practical skills that employers require to improve business performance.

Sales Recruitment and Interviewing Skills / 0814