1. 1993 : Warehouse Administrator in PT. Kalbe Farma
1993 : Medical Representative in PT. Kalbe Farma
1994 : Sales Promotion Executive in PT. Kalbe Farma
1995 : Supervisor PT. Soho for East Java Area
2009 : Sales Director PT. Soho Industri Pharmasi
Career History
On going thesis in Indonusa Esa Unggul University Jakarta
Executive Leadership Program at Monash University Australia
Education
obed.fukliang@soho.co.id
obed_fl@hotmail.com
Facebook : obed_fl
Contact

2. Recruitment and Selection For Sales People
Intipesan Conference Aryaduta Hotel, March 17, 2011
Shared by : Obed FL

3. The Youngest Indonesias Future Business Leader 2010 SWA Magazine

4.

5. The Agenda
The concept to recruit sales people
Competency profile for sales people
The selection method
The obstacles in recruiting process and how to overcome

6. The Concept to Recruit Sales People

7. Learn from TAO ?
Trace the best candidate from field or by executive search services ?
The key success ?

8. The Emperor of TAO

9. The work of the TAO is more than 2000 years old but is still relevant now
Twelve management abilities :
Know the Character of People


7. Choose the best person for the job.
8.
9.
Etc
(Carlopio & Andrewartha, 2008)

10. OUTSTANDING : 47 Ways to Make Your Organizational Exceptional(John G. Miller, 2010)
Character is often described with words such as honesty, courage, integrity, professionalism, desire and work ethic.
Outstanding organization hire character over credentials.

11. OUTSTANDING : 47 Ways to Make Your Organizational Exceptional(John G. Miller, 2010)
A classic hiring mistake : valuing book learning over character.

12. The story of S 1

13. Trace by self or executive search services ?
Based on SOHO experienced :
SOHO as the fastest growing pharmaceutical company since 2000 and always growing double than market.
Successful on new product launches.
50 % less in turn over compare to the other pharmaceutical company.

14. Trace by self or executive search services ?
The web of people matters more than the web of technology.
(James Kouzes and Barry Posner)
Networking is essential for all SOHOs Manager.

15. The 5th key success in recruiting the best sales person
We trace the best candidate and build the intimacy or deep relationship before recruiting process.
The Story in Developing
SUMUT and NAD

16. The key success in recruiting the best sales person
We share the organization value, vision and mission
We talk about company policy for the best achiever in the past
We ensure the candidate to learn and grow in SOHO
We care to the candidate since at the first time we met.

17. Competency profile for sales people

18. Specific competency :
Business and area knowledge
Business ethic
Customer networking
Source : http://4.bp.blogspot.com/

19. Sales Force Competencies
Source : www.jsasolutions.com.auP & SOHO Sales Force Competencies

20. Sales Manager Competency Map
Source : www.jsasolutions.com.auP & SOHO Sales Force Competencies

21. The selection method

22. The structured interview
Psychological testing
The assessment centre technique
360-degree appraisal
Four Form of Management Assessment :
http://www.justlogin.com/images/mainpic.gif

23. The effectiveness of the interview improves from unstructured interview to the structured interview to the behavioral interview.(Carlopio & Andrewartha, 2008)

24. Effectiveness is enhanced even more when the interview is combined with testing and a structured referee-checking process .(Rioux & Bernthal 1999; Van Iddekinge et al.2004)

25. How to identify the sales person ?
High achiever with high income ?
High achiever with a high quality in maintaining relationship ?
Low performance candidate ?
Risk avoider ?
The structured interview to the behavioral interview
Source : http://law.gsu.edu/photobar/interview_workshop.jpg

26. The obstacles in recruiting process and how to overcome

27. Thousand of candidates but less the best one
Time limitation
The optimum efforts from competitors to keep their best people
Lack of knowledge from recruiter about the vacant position
Lack of knowledge to use technology in recruiting process.

28. The Sales Team of PT. SohoIndustriPharmasi

29. The Sales Team of PT. SohoIndustriPharmasi

30. Starbucks consistently spends more on training than it does on advertising, compare to most 500 Fortune companies.
The employees turnover rate at Starbucks, according to some reports, is 120 percent less than the industry average.
Starbucks leadership has committed to provide a great work environment
Starbucks is a human company.
(Michelli, J. A. 2007, The Starbucks Experience: 5 Principles for Turning Ordinary into
Extraordinary, McGraw Hill, USA)
The Starbucks Experience