Workshop Overview

“My sister’s best friend is looking for a job…she’s really X”…you fill in the blank. If you’ve ever hired a sales person before, than you’ve certainly gotten referrals, from your existing staff or other people in the company, that you wouldn’t normally touch with a 10 foot pole. Or sometimes worse, an internal job posting policy (prior to going outside) results in unqualified candidates that you may rely on for other very important functions within your organization. This often creates a lot of extra work for you, with little to show for it.

This workshop will equip you to quickly identify if you have a diamond in the rough, or to move through these types of unqualified candidates, efficiently, so you can move on to finding and hiring individuals with the potential to rev up sales and outperform even your proven top sales performers. Learn how to explore untapped resources, network creatively, and keep your recruiting pipeline full at all times.

Workshop Outcomes

Management professionals accountable for recruiting will learn (or relearn) that recruiting really is selling. And, just as in sales, following a step by step process, from interview to hire, assures them that mistakes can be eliminated or minimized when trying to find their next top performer.

Participants will learn how to decipher a resume, quickly conduct a phone interview to determine a candidate’s potential, ask relevant questions during an interview to weed out the wannabe’s from the “are’s”, and learn when to trust their gut, and more importantly, when not to.

Workshop participants will also share through discussion and brainstorming new ways to recruit through untapped resources, networking, and where to look for hidden talent.

Who Should Attend This Event

• Sales management professionals – if you’re responsible for hiring sales people, you need to attend this workshop.
• Operations management professionals who recruit direct reports that are “revenue attached” – while not traditionally considered “sales”, revenue attached employees are recruiting in a similar manner, so these leaders should attend.
• Presidents, VP’s and C-Level professionals who are responsible for recruiting leaders within their organization.

Workshop Key Topics

• Recruiting resources…are you only tapping into the most obvious ones?
• Wading through resumes: Identify winners every time.
• The referral candidate and what to watch out for.
• Recruitment steps: a step by step process to keep you on the right path.
• Red flags to watch out for; don’t make a hiring mistake.
• The interview – questions that you really need to ask.
• Discussing money, how to have a compensation conversation everyone feels good about.
• Securing your top candidate and making sure they make it to Day 1.
• Recruitment pipeline: Why you should never stop recruiting, even if you are in a hiring freeze.
• Your gut feeling isn’t always trustworthy…past performance is the best predictor of future performance.

Workshop Duration: 1 day.

(CM)