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Keenan - How to Hire #badasses not #sadasses

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INBOUND 2015

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Keenan - How to Hire #badasses not #sadasses

  1. 1. INBOUND15 How to hire #badasses not #sadasses Recruiting for salespeople in the 21st Century Keenan President/A Sales Guy
  2. 2. INBOUND15 What Do We Hire For?
  3. 3. INBOUND15 GPA’s Are Worthless as a criteria for hiring criteria and testscores are worless – Laszlo Bock
  4. 4. INBOUND15 Optimism?
  5. 5. INBOUND15 Experience Not so fast!
  6. 6. INBOUND15 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
  7. 7. INBOUND15 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
  8. 8. INBOUND15 It’s Not What They’ve Done, But What They Can Do Expertise
  9. 9. INBOUND15 Critical Success Factors
  10. 10. INBOUND15 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.
  11. 11. INBOUND15 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.
  12. 12. INBOUND15 The key is in HOW they do it. HOW!
  13. 13. INBOUND15 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!
  14. 14. INBOUND15 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?
  15. 15. INBOUND15 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.
  16. 16. INBOUND15 Who We Are Says a Lot! Know Their Story!
  17. 17. INBOUND15 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
  18. 18. INBOUND15 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
  19. 19. INBOUND15 I’m Out! Peace!
  20. 20. INBOUND15 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.
  21. 21. #INBOUND15 This transparent color box is a useful option for some larger images.
  22. 22. #INBOUND15
  23. 23. INBOUND15
  • OguzPircivanoglu1

    Sep. 26, 2015
  • pdrodriguezt08

    Sep. 25, 2015

INBOUND 2015

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