Secrets To Hiring The Right Sales People

The Secret to Hiring Right The Secret to Hiring Right

Presented byMargaret Graziano

• Lost bids

• Unhappy clients

• Reputation

• Salary and benefits outlay

• Management training invested

• Productivity losses

• New business

• Morale issues

• Unemployment compensation

The impact of a poor hireThe impact of a poor hire

It adds up

Financial losses such as:

Other long term impactsCulture of

mishires/mistakes

Empty bench

Void in leadership potential

Company values diminish with growth

Turnover Matters!Turnover Matters!

High turnover = Lower value

Low turnover = Higher value

Corporate Stock Value

• Proven results

• Behaviors

• Skills

• Personality traits

• Cultural match

• Long term fit

• Upwardly mobile

• Trainability

• Commitment

Industry SurveyStrong Evidence for employers need of Key Players

Over 30,000 companies interviewed by CNN60% - Major concern is attracting and securing the “right “ talent

Who is your next difference maker?

A fundamental step by step process

that will empower you to know your

candidate inside and out.

A fundamental step by step process

that will empower you to know your

candidate inside and out.

Hiring Impact playersRetaining Accounts

New AccountsCross Selling

Growing Accounts WideAmplifying Your BrandHigh Quality Referrals

Improve MoraleBench Strength

What if your hiring batting average improved 80%?

And retaining the right hires

Great companies

Defining what the employee needs to do to achieve great performance

Invest more time

Spend the time isolating what great performance is in the role

And even more time

Proactively assessing & definingthe right behaviors, values, motives, of the right person.

Core Elements

KeenHire™

Candidate Assessment Process

• Profiling the fit

• Assessing personality, values, communications

• Comprehensive interviewing

• Behavioral interviewing

• Powerful impact matching

• Employer research

• Briefing process

Talent Evaluation

personality

motivators

competencies

OH-6

values

behaviors

capacities

If the Job could talk, it would If the Job could talk, it would identify the Talent it needsidentify the Talent it needs

Knowledge

Hard skills

Values

Behavior

Rewards

Culture

Personal skills

3 Key Quotients3 Key Quotients

Intellectual Quotient

Character Quotient

Emotional Quotient

What are the ResultsWhat are the Resultsthe job must producethe job must produce

KKeyey P Performanceerformance I Indicatorsndicators

What are the ResultsWhat are the Resultsthe job must producethe job must produce

KKeyey P Performanceerformance I Indicatorsndicators

• SMART Goals

• Key Performance Indicators

• Core Accountabilities

• Behaviors, Talents, Traits, Values, Personality

• Willingness

• “Want” Power

• Skills, Experience, Education

Who does the employee need Who does the employee need to be to do the jobto be to do the job SSelection Criteriaelection Criteria

In-depth Interviewing

Behaviors, not experience, predict success

Behavioral selection versus behavior modification

Effectiveness is identifying and choosing individuals who naturally perform with minimal coaching

Behavioral Based

Why They Matter:

It’s the combination of Behavioral TraitsIt’s the combination of Behavioral Traits

And how they interact

that have an impact on peoples performance

Trait InteractionsTrait Interactions

It’s not just the traits that

predict performance it’s how

traits interact with each other

that predict performance

Trait InteractionsTrait Interactions

When they’re Hot

They’re Hot

=TACTICIANTACTICIAN

COACHCOACH

EXCELLENCEFOCUSED

EXCELLENCEFOCUSED

INSPIRINGINSPIRING+

+

++

RESULTSORIENTEDRESULTS

ORIENTED

VISIONARYVISIONARY

=GO-GETTERGO-GETTER

MINERMINER

CONVINCERCONVINCER

SOLUTION ORIENTEDSOLUTION ORIENTED

MOXIEMOXIE+

+

+

+INTEGRITYINTEGRITY

VP TOUR DE FORCEVP TOUR DE FORCE

SALES TOUR DE FORCESALES TOUR DE FORCE

+

+

TRENDSETTERTRENDSETTER

ORATORORATOR

CONNECTORCONNECTOR

+

+

CONVINCERCONVINCER

PLANNERPLANNER

PASSIONATEPASSIONATE

=

GO-GETTERGO-GETTER

MINERMINER SOLUTION ORIENTEDSOLUTION ORIENTED

PLANNERPLANNER

INTEGRITYINTEGRITY PASSIONATEPASSIONATE

EXCELLENCE FOCUSEDEXCELLENCE FOCUSED

MOXIEMOXIE

+++

+++

=SOURCING TOUR DE FORCESOURCING TOUR DE FORCE

MARKETING TOUR DE FORCEMARKETING TOUR DE FORCE

=

GO-GETTERGO-GETTER

INTEGRITYINTEGRITY

SERVICE CENTRALIZERSERVICE CENTRALIZER

ORATORORATOR

CONVINCERCONVINCER

PASSIONATEPASSIONATE

SOLUTION ORIENTEDSOLUTION ORIENTED

+

+

+

+

+

+

Head coach NY Giants

RECRUITING TOUR DE FORCERECRUITING TOUR DE FORCE

Trait InteractionsTrait Interactions

When they’re NOT

they’re NOT …

GO-GETTERGO-GETTER

+CONTENDERCONTENDER

+SERVICE

CENTRALIZERSERVICE

CENTRALIZER

=

WANNABE SOLDIERWANNABE SOLDIER

MOXIEMOXIE

+GO-GETTERGO-GETTER

+PASSONATENESSPASSONATENESS

=

ONE-ARMED BANDITONE-ARMED BANDIT

PLANNERPLANNER

+ASTUTEASTUTE

=REARRANGER OF DECK CHAIRS

ON THE TITANICREARRANGER OF DECK CHAIRS

ON THE TITANIC

FRIENDLY FLOFRIENDLY FLO

DIPLOMATDIPLOMAT

+MOXIEMOXIE

=

MOXIEMOXIE

+DIPLOMATDIPLOMAT

=DRILL SERGEANTDRILL SERGEANT

DIPLOMATDIPLOMAT

+SUPPORTERSUPPORTER =+SERVICE CENTRALIZERSERVICE CENTRALIZER

MOXIEMOXIE+

A NEIGHBOR WHO WON’T COMPLAIN WHEN YOU STEAL THEIR PAPER

A NEIGHBOR WHO WON’T COMPLAIN WHEN YOU STEAL THEIR PAPER

=++

+

++

GO-GETTERGO-GETTER

CONTENDERCONTENDER

SERVICE CENTRALIZERSERVICE CENTRALIZER

MOXIEMOXIE

INTEGRITYINTEGRITY DIPLOMATDIPLOMAT

PLANNERPLANNER

+ASTUTEASTUTE =+

PASSIONATEPASSIONATE

CAN MESS UP A TWO-CAR FUNERALCAN MESS UP A TWO-CAR FUNERAL

LOCK YOUR DOORLOCK YOUR DOOR

=DIPLOMATDIPLOMAT

SUPPORTERSUPPORTER

SERVICE CENTRALIZERSERVICE CENTRALIZER

GO-GETTERGO-GETTER

CONVINCERCONVINCER

CONTENDERCONTENDER

PASSONATENESSPASSONATENESS

+

+

+

+

+

+

PAYCHECK BENEFICIARY WITH NO ROIPAYCHECK BENEFICIARY WITH NO ROI

• Establish what right looks like before you start the search

• Create the customized interview questions and know the right answers before you interview

• Leverage your effectiveness by identifying and choosing individuals who naturally perform with minimal coaching

Be Discerning Be Discerning Choose your talent wisely

Toll – 888-533-6447Cell – 408-679-4122

Follow me on twitter: @keenmargo

LinkIn to me for the latest buzz on Talent Management- Margaret Graziano

Read and post to my blogblog.keenhire.comwww.keenhire.comwww.keentalent.net

www.keencoaching.com

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