Building Your Organization - Hiring The Right Sales Talent

Presented By: Christopher J. Bilotta Resource Development Company,

Inc.

Introduction

Purpose Discuss attributes/profile of sales managers

vs. individual sales people How to identify, evaluate, and hire the right

individuals

Presenter Profile President, RDC, Inc. (www.rdcinc.com) 15+ years in executive search CPRW, CPA Drexel University: BS Business, MBA www.christopherbilotta.com

Questions to Ponder

What makes a successful Sales Manager?

What makes a successful Salesperson?

Are the two mutually exclusive?

Should they be mutually exclusive?

A Frequent Dilemma

Two Sides of The Same Coin

It’s usually a bad idea to have a super salesperson and a sales manager in the same person.If you have a super salesperson rather than a sales manager, you ultimately have a bottleneck to progress and the team’s long-term success.The best athlete does not necessarily make the best coach.

Downsides of Two In One

If a SM gets involved with one deal, the sales team comes to expect help on all deals. It becomes hard to persuade customers of the super salesperson/sales manager to go back to normal treatment. The super salesperson/sales manager might win one or two deals, but probably lose many more as a consequence.

The Ultimate Sales Manager

The Role Not achieving direct sales results by

themselves.

The Goal Driving sales results through other people.

SM Profile - What Really Matters

Specific product knowledge is nice to have, but not a must Transferable skill-setTrack recordLeader and Manager - cultivated and developed through training and experience

SM Position Requirements

Organization (Hard skills) Evaluate and understand each individual Assess strengths and weaknesses Develop structure/process Implement effective use of technology Set team and individual goals Maintain accountability

Management (Soft skills) Lead and direct Train and coach Inspire and motivate

Keys To SM Hiring – Areas To Probe

Recruitment OnboardingProcessMetricsCompensation PlansSkill DevelopmentLeadership

Effective Interviewing

Behavioral / Situational ModelRequest a Plan Critical thinking Writing skills Ability to follow directions Ability to meet deadlines

Profile Assessments (Caliper, DISC)References / Background Checks

Leadership - It’s All About Fit

Sales Manager – The First 100 Days

Assess teamCreate a consistent, sustainable processInstitute a sales forecasting system Identify priorities Agree on short vs. long term focus Reporting tool to senior management

Assess Team - Determine Skill vs. Will

Identify what motivates the individual salesperson and develop a plan

Raise the bar, but monitor carefully

Do a better job of hiring top performers in the first place

Building A Sales Team

Goal motivated vs. money motivated? Hit the goal and the money will follow

How much money do you want to make vs. how much money do you need to make? Recognize the difference between the two

Right Person - Right Position

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Next Steps

Benchmark Competitors

Identify Best in Class Companies

Build an OPEC Recruiting Pipeline Ongoing Proactive Effective Comprehensive