Effective Hiring, Firing and Termination

Introduction

Traditional methods of hiring sales people often results in a self-destructive cycle of poor hiring decisions that are made with initial high hopes of productivity only to be met with low sales and the majority of management's time being dedicated to these poor hires. How much have poor hiring decisions cost you in the past? How much will they cost you moving forward?

Most Business Owners are frustrated by:

The high rate of sales staff turnover.
Their high expectations being met with low productivity levels.
Sales people who constantly drain their company of time, money and energy.
Sales people who spend more time making friends than money.
The investment of time, energy and capital to get sales people in front of decision-makers only for inadequate results in return.
Spending the majority of their time, energy and money (turnover) on the weakest sales people - those who consistently fail to confront objections, side with the prospect's reasons for deferring the sale, and who build a particularly bloated pipeline.

Course Overview

This section covers the basic principles for selection, promotion and termination including a brief overview of the legal issues involved in today's employment environment.

Course Objectives

This course will show you how to:

Spot the difference between the Hunter and the Farmer
Identify the four critical traits of the Total Rep
Identify your most common hiring mistakes and implement solutions for them
Develop the criteria necessary for your top performer
Prepare for, conduct, and end an interview
Hire the candidate you want
Implement incentive plans and practices to facilitate sales performance
Implement key HR policies and practices to prevent post termination problems

This course will be delivered via a combination of the following:

Course content
Lecture
Interactive questioning requiring written and verbal responses
"Lessons Learned" assessment

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