state farm san jose training slides final
Post on 18-Oct-2014
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DESCRIPTION
Slides for San Jose State Farm Recruit the Best Team Training. These sliTRANSCRIPT
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Recruiting The Best Team Members
A Best-Practice Recruiting System
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Hour 1
Selling in a high-activity, high-rejection environment
WHAT do I look for to choose the best from the rest?
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Hour 1
HOW do I look for the best traits and skills?
A best practice recruiting Process
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Hour 2
CTS Sales Profile Workshop
Using Science to Measure Hard-wired Personality Traits
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Hour 3
WHERE do I find enough of the best candidates?
Building a Recruiting Referral Network
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Hour 3
Interview Skills Workshop
Attract the Best, Reject the Rest
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550+ Agents
Managers at 30+
Financial Services Companies
Coach 1-3 agents daily
Info available at my resource table
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Would you invest $80,000
Brandt SnedekerNo. 5 PGA Money List
Current Winnings: $5,318,000
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Would you invest $80,000
Clint SuggsPGA Golf Teacher
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2 strokes
$5,218,000
Difference
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Which one can sell?
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$70,000
training lost sales
low morale
licensing
cost of 1 bad hire?
lost renewals
(Curtis Gilbert)
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Mike Powell 29’, 51/2”16
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There is a “best practice” form and workout for jumping maximum distance.
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Unless we know what perfection looks like, we’ll measure everyone against mediocrity.
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Olympic
Recruiting Mindset ...
High School
CHAMPIONS
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Recruit the Best Team Who Can Sell ... there is
A recruiting system with •Processes •Tools •Skills
Screening
Profiling
Interviewing"Making Offer"
The BestRecruits!
Searching Methods
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WHAT ARE THE TRAITS OF THE BEST TEAM MEMBERS WHO CAN SELL IN TODAY’S ENVIRONMENT?
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1/5 motivations1/5 attitudes
Best Salesperson Profile
1/5 character1/5 personality1/5 sales skills
5 Dimensions
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positive self image as a salesperson
passion for solving problems using your products
1/5 Attitudes
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The products they own and the process
they used to purchase them reveal
their image of salespeople and their
attitude toward your products/
industry.
1/5 Attitudespositive self image as a
salesperson
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A person’s buying habits tell you the
image they have of salespeople. Do
they appreciate the expertise that other
salespeople provide them during the
buying process?
1/5 Attitudespositive self image as a
salesperson
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What has been your experience with
purchasing or selling products like we
sell, or your experience with dealing
with salespeople from our industry?
1/5 Attitudes
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Income and the things it provides
1/5 Motivations2 motivating factors of top salespeople
Competition / Recognition
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Character, Skills & Personality to Move Forward
1/5 Motivations
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1/5 Motivations
What are some current and
long-term needs that will be
satisfied if you do this job well?
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1/5 Motivations
In order of priority, what are the 3
most important things in your life
right now?
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learned from environment
parents
culture
relationships
employment
education
1/5 Character
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learned from environment
1/5 Character
top character traits
honesty
work ethic
concern for others
personal responsibility
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The Path to Character Development
Teaching
Disapproval &Discipline
Bonded to Trait
Maturity(relationships work)
Honesty Concern for Others Work Ethic Responsibility
Praise &Approval
Gratification
(society works)
eco the patterns of characterwe become the teacher
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Measure Attitudes, Motivation, and Character using
questions that get candidates to tell stories.
Attitudes, Motivation, Character
The strength of the story helps measure the level of
each trait.
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Attitudes, Motivation, Character
“Who had the greatest influence on you when
growing up?”
“What he/she they teach you about Honesty / Work
Ethic / Personal Responsibility / Concern for
others?”
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genetic
1/5 Personality
Determines
ways we react
to our
environment
and
circumstances
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genetic
1/5 Personality
Tasks that are
aligned with
our hard-wired
traits energize.
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genetic
1/5 Personality
Tasks that are not
aligned with our
hard-wired traits
drain our energy.
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genetic
1/5 Personality
Impacts ...
• Resiliency to Rejection
• High Sales Activity Focus
• Conversion of personal and casual relationships into business relationships
• Intensity of setting and reaching goals
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genetic
1/5 Personality
Top personality traitsDeadline Motivation
Independent Spirit
Analytical
Compassion
Assertiveness
Self-Promotion
Recognition Drive
Belief in Others
Optimism
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Personality Traits
char
acte
rLow levels of Character traits cause the negative side of our personality to emerge.
-Negative +Positive
High levels of Character traits cause the positive side of our personality to emerge.
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learned by training and experience
1/5 Sales Competencies
prospecting/networking
setting/holding appointments
fact finding
presenting solutions
handling objections
getting the sale
getting referrals
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learned by training and experience
1/5 Sales Competencies
What sales training have you had?
Describe the sales process you follow.
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3 Dimensions of Sales
Sales Skills - Training in developing relationships, gaining trust, following a sales process
Product Knowledge - Training on product’s benefits and features
Sales Productivity - Training + Attitudes + Motivations + Character + Personality Traits.
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Sales CompetenciesAtt
itude
s, M
otiv
atio
ns,C
hara
cter
& P
erso
nalit
y Tr
aits
The Degree to which a candidate possesses the Attitudes, Motivations, Character and Personality Traits will determine the Level at which they will perform the sales
competencies.
Low Sales Productivity
High Sales Productivity
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pers
onal
ity Deadline Motivation Independent SpiritAnalyticalCompassionAssertivenessSelf-PromotionRecognition DriveBelief in OthersOptimism
sale
s sk
ills
ProspectingAppointmentsFact FindingPresentingHandling ObjectionsClosing Sales
char
acte
r Concern for OthersHonestyStrong Work EthicResponsible
passion for product+ image as salesperson
Incomeawards / competition
motivationsattitudes
Best Salesperson Profile
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Hour 1
HOW do I look for the best traits and skills?
A best practice recruiting Process
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Henry Ford
$950 dropped to $280
19 years 15,500,000 were sold
Paid - $5 daily - 2 X higher
9 hr. day to 8 hr. day with 3 shifts
Mass Production System - Model T every 24 seconds.
used a system
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A system helps us in 2 areas:
Who not to hire
Who to hire
Screening
Profiling
Interviewing"Making Offer"
The BestRecruits!
Searching Methods
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Screening
Profiling
Interviewing"Making Offer"
The BestRecruits!
Searching Methods
Recruit the Best System
1
2
3
phoneemail
initial
CTS Sales Profile
matching score sheet
Tools & Skills
resume
references
Finding Candidates
in-depth
20%-30%
20%-30%
20%-30%
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Gandalf “We were walking around blind, and during our blindness, our enemy returned.”
No one is forcing you to be blind. Blindness is your choice.
Choose to recruit with your eyes wide open.
Learn “What” to look for - the 5 Dimensions
Learn “How” to look for it - Use a Best Practice System
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Speak to me or my team member at break
Ellen Williams - “Recruit the Best” Expert in CA
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Hour 2
CTS Sales Profile Workshop
Using Science to Measure Hard-wired Personality Traits
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Hour 3
WHERE do I find enough of the best candidates?
Building a Recruiting Referral Network
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Hour 3
Interview Skills WorkshopAttract the Best, Reject the Rest
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Hour 2
CTS Sales Profile Workshop
Using Science to Measure Hard-wired Personality Traits
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Dr. Larry Craft
cts salesproÄlel
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discovery of factors ...predicting peak performance
one passion
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separate race horses from plow horses
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millions of assessmentsmeasuring personality and motivation
30 years
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cts salesproÄlel
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9 Traits
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high-activity sales professionals
validated for
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high-activity sales professionals
Maintain high levels of sales activities?
Resiliency to rejection?
Network to find prospects?
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deadline motivation
1
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deadline motivation
1
0 50 100
89
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independent spirit
2
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independent spirit
2
0 50 100
80
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analytical
3
0 50 100
21
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compassion
4
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compassion
4
0 50 100
39
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assertiveness
5
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assertiveness
5
0 50 100
52
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self-promotion
6
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self-promotion
6
0 50 100
36
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recognition drive
7
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recognition drive
7
0 50 10057
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belief in others
8
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belief in others
8
0 50 100
77
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optimism
9
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optimism
9
0 50 100
81
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sales reports
coachingrecruiting
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CTS Sales Profile Report
I don’t understand
Low
Moderate
High
I don’t care
Reliability Index
85
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CTS Sales Profile Report
NO FAKING ALLOWED
Low
Moderate
High
Response Distortion Index
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CTS Sales Profile Report
Pat Smith
High (85)
Name:
SF Selling Team MemberPosition:
Approximately 2-4
CTS Sales Profile Score:
Recommended Coaching Hours
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CTS Sales Profile Report
Pat Smith
High (75)
Name:
SF Servicing Team Member
Position:
Approximately 2-4
CTS Sales Profile Score:
Recommended Coaching Hours
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CTS Sales Profile Report
The Most Important Trait Related to Sales Productivity
Ideal Ranges for
Sales
Candidates Score
Top Agent
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CTS Sales Profile Report
Work PaceTime Management
Combination Traits
Maintains High- Activity
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CTS Sales Profile ReportCombination
Traits
Handles Rejection
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CTS Sales Profile ReportCombination
Traits
Network to Find Prospects
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Deadline Motivation
Analytical
Spends too much time analyzing
cts salesproÄlel
Caution - Time Management Issues
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Deadline Motivation
Compassion
Spends too much time nurturing
cts salesproÄlel
Caution - Time Management Issues
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Assertiveness
Compassion
Caution - Intimidating/cold
cts salesproÄlel
Caution
Character Trait - Concern for Others
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Assertiveness
Compassion
Caution - Intimidating/cold/pesimist
cts salesproÄlel
Caution
Belief in Others
Optimism
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Recognition Drive
Deadline Motivation
Likable, but methodical without a sense of urgency
Compassion
cts salesproÄlel
Caution
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Assertiveness
Self-Promotion
Struggles with Rejection
Compassion
cts salesproÄlel
Caution
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Struggles with Pivoting
Deadline Motivation
Assertiveness
Self Promotion
Compassion
cts salesproÄlel
Caution
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CTS Sales Coaching Report
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CTS Sales Coaching Report
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CTS Sales Style Report
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Hour 3
WHERE do I find enough of the best candidates?
Building a Recruiting Referral Network
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Hour 3
Interview Skills WorkshopAttract the Best, Reject the Rest
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Find and Attract
“Men wanted for hazardous journey.
Small wages, bitter cold, long months of
complete darkness.”
This ad was placed in the early 1900’s by explorer Ernest Shackleton as he was looking for men to help him discover the South Pole. The
ad drew more than 5000 brave candidates.
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Find and Attract
“Men wanted for hazardous journey.
Small wages, bitter cold, long months of
complete darkness.”
The wording in our ads and emails should be worded in a way that attracts the type of person we are looking for and repels the wrong.
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Find and AttractA missionary society wrote to
David Livingstone deep in the
heart of Africa and asked, “Have
you found a good road to where
you are? If so, we want to know
how to send other people to help
you.” Livingstone wrote back, “If you
have people who will come only
if they know there is a good
road, I don’t want them. I want
people who will come if there is
no road at all.
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Find and AttractSample Wording for Job Posting:
Salespeople wanted. Pat Shelton at State Farm is looking for salespeople to work
in the city of Nashville calling on customers to sell insurance and <inancial
services products. Requirements: Must have the following traits: Honesty, hard
Work Ethic, a Concern for Others and personal Responsibility. Strong candidates
will have a personality which causes them to love to network to <ind prospects,
are goal driven, and highly con<ident. Sales experience: No sales experience
necessary. Please forward resume to [email protected]. To
learn more about this position, go to PatSheltonAgency.com.
• Words attract and Repel - Attract Salespeople who see themselves as a salesperson
• Specific to Insurance Sales - Don’t sugar coat the job• Gives them an assignment - go to Website and learn more
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The
Rec
ruiti
ng F
unne
lScreening
Profiling
Interviewing"Making Offer"
The BestRecruits!
Searching Methods 10 strong resumes
3 final interviews
1 salesperson
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Team of 3-5 - need to recruit 1-2 per year
ALWAYS be RECRUITINGAv
erag
e An
nual
Tur
nove
r - 4
0%
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ALWAYS be RECRUITING
Take action to find great people when you don’t need team
members, so you’ll have candidates when you need them.
Newton’s Law - people leave/get fired at the most inconvenient times.
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ALWAYS be RECRUITING
When our team is full, we have a tendency to stop focusing on recruiting. Don’t fill your team with good players. Keep looking
for the great players.
A good sales team is the enemy of a great sales team.
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To avoid the “I need somebody NOW” syndrome...
...build your Recruiting Referral Network for a continuous flow of GREAT RESUMES
Please come to work for
me!
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Build
a R
ecru
iting
Ref
erra
l Net
wor
kCurrent CustomersEmail all customers and ask them to refer friends/family who can sell. If you don't have an email list, send a postcard to customers asking for their email address.
Sample email to send to your current customers or list of contacts:
“Please assist me in helping someone you know. I have an open position on my
sales team. If you know the right candidates for this job, please help them <ind a
great career by sending them to see me. The right candidates will have the
following traits: Honesty, hard Work Ethic, a Concern for Others and personal
Responsibility. Strong candidates will have personalities which cause them to
love to network to <ind prospects, are deadline motivated, and highly con<ident.
Sales experience* ... Please have them forward their resume to me at ... Thank
you for helping me <ind the right individuals and for helping them to <ind a great
career.”
*Sales experience -‐ <ill in your desired level of sales experience based on your
training resources.
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Build
a R
ecru
iting
Ref
erra
l Net
wor
kCurrent CustomersWhat if I have to say, “NO” to a customer or a family member/friend of a customer?
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Build
a R
ecru
iting
Ref
erra
l Net
wor
kCurrent Team Use the job description mentioned earlier, and have your team members post on their personal Facebook and LinkedIn pages. Email job description to their contacts. Have them contact their church/temple about the job opening.
Sales Trainers/ConsultantsFind certified trainers at these companies in your city and meet with them. Sandler, Dale Carnegie, Wilson Learning, Steven Covey, Jeff Gitomer, Integrity Solutions
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Build
a R
ecru
iting
Ref
erra
l Net
wor
kDirectors of Networking GroupsThese are the most networked people in your city. Email them job posting and ask to distribute to members. Meet with them. BNI, e-Women
Social NetworkingSpend 15 minutes daily building your social media profiles.
Churches/TemplesMost have job boards and jobs ministries. Contact and ask for minister/volunteer who heads up this ministry.
Small Business CPA & AttorneysContact and ask them to direct people to you who are closing businesses or changing careers.
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Build
a R
ecru
iting
Ref
erra
l Net
wor
k Chamber of CommerceBusiness After-hours Events
President Community Service OrganizationThese people are leaders and well connected. Rotary, Lions Club, Kiwanis, United Way, Boy Scouts, Girl Scouts, Jr. League
Recruiters with other Insurance companies Develop reciprocal relationship; trade resumes - Northwestern Mutual, Mass Mutual, Prudential, National Life.
Universities/colleges career services dept. Set up interview day. Most will market the position to students.
Social Networking Job BoardsPost job here. Salesgravy.com, LinkedIn, LinkedIn Groups
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Build
a R
ecru
iting
Ref
erra
l Net
wor
kTraditional Job Boards
Post job here. Career Plug, Monster, Career Builder, SnagAjob.com, FindTheRightJob.com, Newspapers
Sales reps
Tell receptionist to set a time to meet every sales rep that calls on your office, and recruit and/or network with them.
Job Fairs If you recruit in large numbers, this is a way to get many people interested in your position. Attend the job fairs in your city, or hold your own. Go to jobfairtips.com for a number of useful tips.
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Cre
ate
a So
urce
of A
ccou
ntab
ility
Pick one of these categories that you can execute in the next 7 days. Email your commitment to your Sales Leader.
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Hour 3
Interview Skills WorkshopAttract the Best, Reject the Rest
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Dr. Antonio Damasio -
Emotion is critical to
the decision process.
Developing your Interviewing Skills
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Too much emotion clouds logic.
Developing your Interviewing Skills
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Critical balance between logic and emotion
Developing your Interviewing Skills
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Developing your Interviewing Skills
The solution - interviewing skills using prepared questions that measure specific traits and skills.
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Talking about ourselves causes us to like others
• Listen 80%, talk 20%. • Keep your emotions in neutral - you’ll get
the real candidate.• Don’t tell personal stories.• Don’t agree with the candidate.
Developing your Interviewing Skills
What causes us to like other people?
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Developing your Interviewing Skills
•Step out of the “socializing” zone and into the “interviewing” zone.
•Take off your “Sales” hat and put on your “Selection” hat.
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The best shine, the worst sweat. Don’t Rescue
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Developing your Interviewing Skills
A thorough interview process attracts strong candidates and repels weak candidates.
• Follow the system as written.• Ask for specific examples. • Ask the questions as written. If the candidate
does not understand the question, tell them to answer based on their understanding.
• Ask the questions in order. • If candidate rambles, interrupt and ask, “What
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“We are looking at several candidates, and we will consider your information as we make our decision.”
If a candidate asks, “How did I do?”
Or if you do not wish to hire the candidate, say ...
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More interview tips
Do not paint an unrealistic picture of the job and the challenges.
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More interview tips
Remember - selling is more stressful than the interview. If candidates can’t handle the interview, they will not perform well under the stress of a sales job.
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How I help you from here:
Training Resources
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How I help you from here: CTS
On phone coaching
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Skills
YOU have what it takes
CHAMPIONS
KnowledgeTools
RECRUIT the BEST
DON’t SETTLE for LESS
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