Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring
Show Notes and Topics:
- Explanation on building a sales teams and helping them grow
- What’s the #1 biggest mistake small businesses make when hiring they’re first salesperson?
- Importance of defining the role
- You don't have to be perfect to hire your first sales person, but you need to have pioneered your system
- Review of assessments used to hire sales team
- Overview of Sales DNA related to money
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- Supportive Buy Cycle - How I buy things is how I sell thing
- You have to stand in front of a mirror and say your price
- Comfort Discomfort
- Non-Supportive Buy Cycle
- Advice for founders on how to get comfortable asking for business
- Difference of headwinds and tailwinds
- Importance of talking to others and getting difference perspective on hiring
- Difficulties you may across interviewing sales people and how to manage it
- Advice on not rushing a hire, using the 80/20 Principle
- Best standards on hiring to save you time and find the right person
- Ask the “magic questions” during the initial phone interview
- How to make the interview process as efficient and beneficial as possible
- The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
- What’s the 80/20 Principle to screening and interviewing salespeople?
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- 1 - Pre Hire assessment
- 2 - Short Triage Call / screening
- 3 - Get enough candidates - quality retained search recruiter, Indeed/job boards, admin/partner to learn a process quickly
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- Keep your job page up
- Free Ad on Indeed - refresh every 30 days
- Tag contacts on LinkedIn
Links and Resources:
- Wayne Herring on LinkedIn https://www.linkedin.com/in/wayneherringjr
- Blount, J., Weinberg, M. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling https://www.amazon.com/dp/B01617VD3I
- Warrollow, J. Built to Sell: Creating a Business That Can Thrive Without You https://www.amazon.com/Built-Sell-Creating-Business-Without-ebook/dp/B004IYISQW/
- Check out Wayne Herring’s website Herring Coach, LLC: https://herringcoach.com/
- Davidai, S., Gilovich, T. “The headwinds/tailwinds asymmetry: An availability bias in assessments of barriers and blessings”: https://www.ncbi.nlm.nih.gov/pubmed/27869473.
- Objective Management Group - Pre-Hire Assessment: https://www.objectivemanagement.com/
- Zero-Risk Hiring System: https://www.zeroriskhr.com/
- Contact Wayne Herring
- Business Builder Camp - Male business owners who also want to be good dads and husbands: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp
- Check out Roberge, M.The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: https://www.amazon.com/Mark-Roberge/e/B00NSKE4WY
- Inspect what you Expect: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp%2Fpermalink%2F2025182797703193%2F
- Example of scheduling a brief screening call https://calendly.com/salesqualia/salesqualia-phone-screen/02-13-2018
- Objective Assesment Blog on Non-Supportive Buy Cycle article: http://www.objectiveassessment.com.au/blog/2011/03/a-non-supportive-buy-cycle-%E2%80%93-how-it-undermines-the-success-of-your-salespeople-and-how-to-fix-it/