Recruiting key sales people - art, science or hunch?

Duration: 28 minutes

Learning objectives: Strategies for recruiting key salespeople

Credits CPD:1.0, CPDEx:1.0

Tag(s) Self, English, Video, Conference, Level 6, Sales Manager (first line), Sales Leader (second line +), Preparing and Presenting Solutions, Change Management, Governance and Risk, L6B1, L6B2, L6C1, L6L2

Recruiting key sales people - art, science or hunch?

Description

Recommended audience

Sales Leadership & Management Professionals

Type of audience

English-speaking UK and International

Description

Some of the problems associated with generating consistent and sustainable sales revenue can be traced back to the very beginning – the recruitment process.

By identifying the skills, knowledge, attitudes, and behaviours that define the best salespeople and creating a recruitment process that identifies them well, a sales manager can build a solid sales team.

This session looks at what sales managers need to do to make sure they are getting the best people in place, right at the start.

Key takeaways

· The nature of the decisions we make

· Two strategies to adopt to recruit well

· The importance of accurate data when selecting

CPD Points

CPD Points: One

Presenters

Richard Simpson– VP of Sales, Poq

Richard says that the mantra which has served him well in all the environments in which he has worked is, "If you want to grow a business you have to grow the people".

With over 20 years in technology sales and marketing, he has demonstrated a passion for driving business results through inspiring and leading people to be the best that they can be.

Whether that be in head-to-head competitive markets, like the database wars of the late 1980s - where in his first sales management position he built and drove a sales team to extraordinary success at Sybase; or in turning around the fortunes of established global companies like Microfocus; or indeed in start-ups like BlackCurve where he rebuilt the entire go-to-market capability driving SaaS revenues from under £14k per month in February 2020 to £39.9k per month in July 2021.

The common element in all of these situations is his passion and energy for achieving results by inspiring people, with committed leadership and nurturing, to be the best that they can be.