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Hello, I am Steve Suggs, sales recruiting expert and author of the book, Can They Sell.
Welcome to my sales recruitment video blog. 5 minutes of learning to hire the best salespeople.
Check out this amazing video. This 15-story building was erected in just 2 days. It is
level 9 earthquake resistant. They did not cut any corners. How did they do this? They
developed a system with processes, tools, and skills. Over the past 100 years, many
companies have accomplished great things using systems. Beginning in 1913, using a system
of mass production, Henry Ford manufactured over 15 million Model T cars over a 19-year
period. He also created one of the first franchise systems for distributing Ford automobiles.
A system can be used in making important hiring decisions. Today, I want to show you a system
- the “Recruit the Best” system. A client of ours used it to increase sales by 70% in
just 12 months. They simply gained the knowledge, followed the steps, and recruited better salespeople
for their team. Here’s how it works: There are 3 stages. In each stage, you will get
20 - 30% of the information you need to make a good hiring decision. In stage 1, screening,
we first screen resumes. When we find a resume that meets our qualifications, we screen by
phone using prepared questions. Next, we screen by e-mail, checking for communication skills
and other important traits. If candidates pass this screening, we invite them in for
an in-person interview where we ask them sales interview questions, which measure for specific
traits and skills. The final step in the screening stage is checking references. In the 2nd stage,
we use a personality assessment, or sales profile, to look for hardwired personality
traits. Again, this stage gives us 20 - 30% of the information that we need in making
a hiring decision. The 3rd stage is a final in-depth interview where we continue to ask
interview questions for sales for a final evaluation of attitudes, motivations, character
and personality traits, and sales skills. After these three stages, we fill out a matching
score sheet to lead us to a logical hiring decision. Inside the system, we follow the
processes in each step, use tools in the form of sales interview questionnaires and a score
sheet. The foundation of the Recruit the Best system is knowledge of human behavior. Using
a system to recruit and coach salespeople will greatly improve your success as a sales
leader. Thank you for joining me. See you next time on the Can They Sell video blog
for more sales job recruitment training. As always, please leave your comments below,
and forward this video to anyone who will benefit. Now go enjoy recruiting the best,
and have fun in the sales interview.