Sales Hiring System

The Sales Hiring System™ is a complete, end-to-end solution for HR departments and senior management to search, qualify, test, interview and hire top-producing sales professionals.

This fully Customized system:

• Is a Six-step process
• Reduces hiring errors
• Creates a more rich candidate pool
• Finds more candidates who fit your corporate profile
• Weeds out under-performers and identifies top-producers
• Shortens the hiring cycle
• Is industry-specific
• Is customized to your business
• Offers objective and subjective interviewing methods
• Is based on researched processes
• Is completely scalable to meet client's needs

The process of hiring new, top-performing sales professionals is one which requires a keen sense of human understanding. Today's marketplace brings new challenges to middle management and senior managers alike, seeking to find best-of-breed professionals. Recent labor studies show unemployment to be at an all time low of 4.5%. With the market being tight and candidates scarce, finding and keeping talented professionals is critical. Businesses today need to focus their energy on employee retention and continue to search for new, qualified candidates on a regular basis.

Many organizations never evaluate the cost of losing and hiring new employees. A 1999 study done by the Department of Labor showed employee turnover at 13.1% on a national average. These numbers are even more staggering for medium- and small-sized corporate businesses. Employee turnover will never be eliminated; however, it is important that organizations take the candidate selection process seriously.

The cost of replacing an employee
averages between one and
two times the candidate's salary plus benefits.

The cost of replacing an employee averages between one and two times the candidate's salary plus benefits. So, for a $50,000 salary, the cost of losing that candidate ranges between $65,000 and $115,000. These numbers substantiate the need for a quality hiring system. The cost is higher in sales departments, where the loss of productivity, revenue, cash flow, and even clients is astonishing.

Sales professionals are some of the most
difficult employees to hire but usually have the
greatest impact on a corporate bottom-line.

Sales professionals are some of the most difficult employees to hire but usually have the greatest impact on a corporate bottom-line. The selection process for sales people historically has been: find candidates, interview them with questions to find out motivation, bring them back for a second interview with top management, make an offer and send them to the phones or the street to sell.

It is critical that companies take a fresh look at their hiring process and shift the paradigm to meet the demands of the new century. Positive Results has created innovative ways to assist organizations in their selection and hiring process.

The Process:

1. Candidate Recruiting
2. Resume Review Guidelines - Phone Qualification
3. Computer Based Sales Assessment with Report
4. Interview Questions and Scoring System
5. Interview Role-Play and Scoring System
6. Job Offer

With a bit of charisma and quality interviewing skills,
candidates can seem qualified
when actually they don't fit your corporate profile.

With a bit of charisma and quality interviewing skills, candidates can tip the scales to seem qualified when actually they don't fit your corporate profile. This is why it is critical to utilize a proven method to hire sales professionals. Positive Results' Sales Hiring System™ helps organizations hire top producers consistently.

"I was very pleased with the results of this project, and
I believe that the 6 employees that we've
placed in the last 2 months using this system are
our highest-caliber, new sales hires to date.
I highly recommend Positive Results for sales-related projects!"

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