Erickson School April 2010 J Mc Carthy

Presented by: Jack McCarthy, Principal Revenue Leverage, LLC UMBC Erickson School Sales and Marketing Course April 20-23, 2010 The Art and Science of Attracting, Selecting, Developing and Retaining Great Sales Talent

Program Outline ,[object Object],[object Object],[object Object],[object Object],[object Object]

A Plan for Sales Talent ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Hiring Practices and Tools The three step process… ,[object Object],[object Object],[object Object]

Pre-interview Questionnaire ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Pre-interview Questionnaire ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Action Plan Quiz ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Sales Action Plan / Situational Analysis ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

S.M.A.R.T. Action Plan (specific, measurable, attainable, relative, time lined) Issue Action By Whom By When Goal

Interview, interview, interview… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Predictive Index Index ,[object Object]

What is Predictive Index? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

P.I. is a Measuring Tool Individual Potential BEHAVIORS/DRIVES MOTIVATING NEEDS APTITUDES/STYLES E X P E R I E N C E ATTITUDES & VALUES INTERESTS LITERACY & LANGUAGE PHYSICAL & HEALTH I NTELLIGENCE EDUCATION & TRAINING KNOWLEDGE SKILLS

Why Use P.I.? ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

PI is a simple measuring tool ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]

Proven Standards for Success ,[object Object],[object Object],[object Object],[object Object]

The “Standard” for Top Performing Executive Directors and Sales Professionals

Low or High A ,[object Object],[object Object],[object Object],[object Object]

Low or High B ,[object Object],[object Object],[object Object],[object Object]

Low or High C ,[object Object],[object Object],[object Object],[object Object]

Low D or High D ,[object Object],[object Object],[object Object],[object Object]

Comparison of Success vs. Unsuccessful Patterns for Executive Directors and Sales Unsuccessful Pattern Operational Pattern Successful Pattern Authoritative Management/Sales Pattern Pro-active, competitive drive to get things done, positive response to pressure Reactive, patient, tolerant of repetitive work, accommodating, process-oriented

P.I. is a legal, valid tool ,[object Object],[object Object],[object Object],[object Object]

Erickson School April 2010 J Mc Carthy

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