Small business owners especially cannot afford to make this mistake too many times.  This course is designed to give a business owner or sales manager the tools they need to hire rockstars.  This method has been proven over decades and consistently produces high performing sellers.  Using the proprietary SalesPro Select “obstacle course” you will be giving a candidate the opportunity to “Prove” they are the right choice rather than simply asking them.  There is no rocket science here. It is simply a fresh approach to carefully observe interested candidates and extrapolate their behavior.  The course is a series of video lessons which will take the executive from mindset to process.  It will teach you how to attract great talent to your job listing and how to draft it.  It will show you how to screen the candidates with specific illuminating questions, how to interpret their responses on the provided score sheet and ultimately how to take the candidate through their paces to observe their behavior.  In addition, the executive will have access to offer letters and strategies to on-board a talented seller.

The vast majority of those hiring sales talent do so by gut.  This is the worst possible approach.  Most “Sellers” get their job because they charm the interviewer.  This is typically the extent of that candidate’s sales talent.  Many candidates know how to sociable, very few have the drive to sell well over time.  Herein lies the challenge.  The objective mindset is the very first thing that a hiring manager must get right.  This requires discipline which is why we developed a score sheet to keep the interviewer on task.  The other major hurdle is time sensitivity.  A business owner or sales manager must never be in a hurry any more than you should go to the grocery store hungry.  When you shop hungry you typically buy too much food, and it goes to waste.  This is an apt metaphor for sales hiring.  This is why nearly ¾ of the time, people hire poorly.

The “obstacle course” is the “secret sauce” to the system.  Average or poor sellers simply do not make it through the process because it is too “difficult” for them.  We want to weed out the lazy sellers early.  The system has multiple jumping off points for the hiring manager as well.  Every candidate that makes it successfully through the “SalesPro Select “process will, by definition, be a rockstar for the client’s company.  It is only then that an executive should use their gut feeling to decide amongst candidates and assure cultural alignment.  To give you a quick example of the power of the system, allow us to provide a real case study.  We had a client that had a failing seller for a year.  Once he used the SalesPro Select process, he found and hired a great seller who put over $2mm of new business on the books within the first year.   This became a life changing turnaround for this business owner.

As you consider The SalesPro Select Course, your first concern may very well be that the system will likely require a “tremendous” amount of time to make a hire.  Our clients are re-assured to find that the course is intuitively designed to allow support staff to handle some of the heavy lifting.  There are two critical and time-consuming strategies in the obstacle course that are easily handled by a client’s support staff.  This will significantly reduce the time-suck on the key leadership.  Business owners and sales managers will only be talking to the great prospects and will have ample time to assess a candidate on the key criteria established up front.  This accomplishes many goals, not the least of which is bringing greater objectivity to the hiring decision.