Hiring Truly Driven SalespeopleTips, Tactics and Techniques
Kevin GaitherVP of Inside Sales, uSamp
President, Los Angeles Chapter of AA-ISP
@kevinsgaither
#salesdrive
Got Questions? @kevinsgaither
Costs of Mis-Hires
*Phone Works 2010 Inside Sales Compensation Study
** Bridge Group 2010 Inside Sales Metrics and Compensation Study
*** Never Hire a Bad Salesperson Again, Dr. Chris Croner
****Topgrading for Sales, Dr. Brad Smart
Avg Team Size*Avg Base Salary**
Avg Mis-Hire Rate***
14 $63,000 50% 3 6
Cost of Mis-Hire Multiple****
$1,323,000 $2,646,000Cost of Mis-Hires
@kevinsgaither
Agenda
• Begin with the End in Mind – The Benchmark
• Drive! – Components and Sample Questions
• Free Offer
@kevinsgaither
The Salesperson Benchmark
• Do Not Try to Clone Your Top Performer!
• Begin with the End in Mind
• Brainstorm & Collaborate
• Hone & Define
• Develop Your Questions
“If the job could talk, it would clearly define the knowledge, hard skills, people skills, behavior and culture needed for superior performance. “ – Bill Brooks, The Brooks Group
@kevinsgaither
The Components of Drive?
• Need for Achievement
• Competitiveness
• Optimism
@kevinsgaither
Sample Qs – Need for Achievement
• What kinds of sacrifices have you had to make to be successful?
• Tell me about a few times where you exceeded expectations or went beyond the call of duty?
• What’s the toughest goal you’ve ever set for yourself? How do you plan to top it?
@kevinsgaither
Sample Qs - Competitiveness
• When was the last time you were competitive?
• Where do you rank on the sales team? May I have permission to contact your boss to ask about your rank?
• How would your manager rank your competitiveness compared to your peers? What makes your manager see you as competitive?
@kevinsgaither
Sample Qs - Optimism
• Think back to the last time you lost a deal, what did you do to recover?
• Describe a sale where your persistence really paid off. Another time.
• When was the last time a customer got under your skin?
• Tell me about a time when YOU got a result even though it upset somebody
@kevinsgaither
Free Offer
• Tweet at me @kevinsgaither
• Ask for the Inside Sales Sample Benchmark
• I’ll send you my sample Inside Sales Benchmark with
– 20 characteristics
– Definitions of characteristics and
– Nearly 80 sample questions you can use
@kevinsgaither
Top Related