When it comes to recruiting superstars, some people just seem to have the magic touch! I have the pleasure of working with quite a few sales managers who have this gift, but one, in particular, stands out of the crowd. She rarely misses! She has low turnover on her sales team because she hires the right people in the first place. When she does have a vacant seat to fill, she fills it in record time because she has a robust talent bank that she has carefully nurtured. She finds highly talented people – her team’s average score on the Sales Talent Interview is one of the highest we’ve seen! She is willing to onboard and train well because she understands that talent is cheap, but experience is so expensive. She follows a clear, consistent process and does not allow herself to take shortcuts – and it obviously pays off. After spending over a decade helping our clients build strong recruitment and selection processes, I had to know… what was she doing that was working so well?! I finally asked her for her secret and she shared her entire process with me. She also gave me the green light to share it with you.

1. Steps to Recruit
Top Salespeople
THE CENTER FOR
SALES STRATEGY
7

2. When it comes to
recruiting superstars, some
people just seem to have
the magic touch! I have the
pleasure of working with
quite a few sales managers
who have this gift, but one,
in particular, stands out of
the crowd. She rarely
misses!
THE CENTER FOR
SALES STRATEGY

3. She has low turnover on her
sales team
When she has a vacant seat
to fill, she fills it in record
time
She finds highly talented
people
She is willing to onboard
and train well
She follows a clear,
consistent process and does
not allow herself to take
shortcuts
THE CENTER FOR
SALES STRATEGY

4. How does she do it?
She follows these
seven steps:
THE CENTER FOR
SALES STRATEGY
The Most Effective Interview Questions to Determine Fit

5. 1.
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SALES STRATEGY
FILL YOUR
FUNNEL
Use LinkedIn. Frequently
seek referrals. Always be
looking.
The Most Effective Interview Questions to Determine Fit

6. 2.
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SALES STRATEGY
FIELD
INTEREST
Screen for talent using a
Sales Talent Screener.
Check out the candidate
online. Have an initial
conversation.
The Most Effective Interview Questions to Determine Fit

7. 3.
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SALES STRATEGY
ACTIVELY
PROSPECT
Remember, the best candidates
are probably not looking for a
new position. Talk to people
who aren’t looking! Gauge their
interest, discuss interview
process if appropriate.
The Most Effective Interview Questions to Determine Fit

8. 4.
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SALES STRATEGY
FACE-TO-FACE
INTERVIEW
Include other
managers and HR. Ask
“fit” questions.
Actively listen. Resist
the temptation to do
all the talking and sell
the opportunity.
The Most Effective Interview Questions to Determine Fit

9. 5.
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SALES STRATEGY
STRUCTURED TALENT
INTERVIEW
Provide the
candidate with the
purpose of the
structured talent
interview. Advise
them to not try to
“beat the test.”
The Most Effective Interview Questions to Determine Fit

10. 6.
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SALES STRATEGY
TALENT
FEEDBACK
Learn about the
candidate based on
their responses.
Discuss their fit
within the company,
position, accounts,
and style.
The Most Effective Interview Questions to Determine Fit

11. 7.
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SALES STRATEGY
DECISION
TIME!
If the talent and fit are
right, make an offer or
add them to your
talent bank and
nurture their interest
until the time is right.
The Most Effective Interview Questions to Determine Fit

12. Consistency is key in
recruitment and selection.
Use this as a framework,
and if you need additional
help, download our
ebook: The Most Effective
Interview Questions to
Determine Fit
THE CENTER FOR
SALES STRATEGY