INBOUND 2015

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How to hire #badasses not
#sadasses
Recruiting for salespeople in the 21st
Century
Keenan
President/A Sales Guy

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What Do We
Hire For?

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GPA’s Are Worthless as
a criteria for hiring
criteria and testscores
are worless – Laszlo Bock

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Optimism?

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Experience
Not so fast!

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Past performance may not
be indicative of future
results!
Therefore, you should not assume that the
future performance of any specific investment or
investment strategy will be profitable or equal to
corresponding past performance levels. Each
investment decision you make should be
determined with reference to the specific
information available for such investment, and
not based upon the success of past
recommendations.
We Can Learn From The Financial Industry

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Past performance may not
be indicative of future
results!
Therefore, you should not assume that the
future performance of any specific candidate will
be successful or equal to corresponding past
candidate performance levels. Each candidate
decision you make should be determined with
reference to the specific information available for
such candidate, and not based upon the
success of past recommendations.
If It’s Good Enough For The Financial Industry
It Should Be Good Enough For Us

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It’s Not What They’ve Done, But What
They Can Do
Expertise

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Critical Success Factors

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What Does Success Look
Like?
1. What exactly do they have to be good at?
2. They will fail if they’re unable to do what?
3. What are the specific elements of the job a
candidate MUST prove they can do extremely
well?
4. (notice I never once say, have done)
5. Identify the JOB’S critical success factors.

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Data Tells the Story. Get it if you Can!
• Use DATA to build CSF’s
• What behaviors, skills and traits most
correlate to success.
• Look at your top performers, what are
they doing?
• Don’t be biased, be open.

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The key is in HOW they do it.
HOW!

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Use Questions to Dig for the CSF’s
• It’s all about what you ask
• Interview questions are the key!
• Dig deep into behaviors, philosophies,
approaches
• Questions must align with CSF’s,
• KNOW WHAT YOUR TRYING TO
DETERMINE!

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How and CSFs
1. Tell Me About your approach to getting in front of
executives?
2. Tell Me About your approach to giving demos?
3. Tell Me How you overcome price objections?
4. How do you move deals through the sales
process?
5. Walk me through your discovery process?

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Know the Answers
1. What does a great sales
process look like?
2. What is a killer demo?
3. How do you define
“coachable?”
4. How do you define “drive?”
5. Define what a “great hunter”
does.

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Who We Are Says a Lot!
Know Their Story!

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Get to their story
1. What’s your GREATEST life’s
accomplishment?
2. What have you crossed off
your bucket list?
3. How did you get into sales?
4. Tell me about:
Winners Win Everywhere

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Expertise over Experience
21st Century Hiring
What Can They Do, Not What Have They Done?
“How” is the Big Differentiator
Questions Change the Game
There is Gold in Them Stories

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I’m Out!
Peace!

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Past performance may not be
indicative of future results!
Therefore, you should not assume that the future performance of any
specific investment or investment strategy will be profitable or equal to
corresponding past performance levels. Each investment decision you
make should be determined with reference to the specific information
available for such investment, and not based upon the success of
past recommendations.

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This transparent color box is a useful
option for some larger images.

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