Chapter 6. Recruiting the Best Salespeople
This chapter explores the sales force recruiting and hiring process. A sales force cannot be successful if it does not attract and retain the best people: People who meet customer expectations, sell well, become successful sales managers, establish and reinforce a successful culture, and make the best decisions for each sales force productivity driver.
The chapter is designed to help you:
Know when it is best to hire an experienced salesperson and when to hire an inexperienced one
Develop a recruiting process that attracts good people and at the same time is objective and thorough, fast and cost-effective, legally defensible, and consistent with organizational goals
Execute the six steps of the recruiting ...
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