Hiring a salesperson is one of the most critical jobs a sales manager has to perform. A “criteria driven” interview, as opposed to a “resume driven” interview, can reduce errors as much as 42%.

Learn:

• Which questions to ask to uncover your candidates “selling ability.”
• How to eliminate poor candidates.
• The fundamentals of conducting successful sales interviews.
• How to construct a “candidate folder” to guide the interview.
• And much more . . .

Hiring a salesperson is one of the most critical jobs a sales manager has to perform. You first have to identify causes and costs of turnover in order to establish a systematic, structured process for recruiting, interviewing and hiring sales professionals.

Objectives You Will Learn In This TeleSeminar:

1. Differentiate between Resume based and Criteria based
   hiring.
2. Define and summarize job descriptions.
3. Determine if candidates are likely to fit within the
   established corporate culture.
4. Develop “knock-out” questions to stream line the
   interview process.
5. Design the criteria “T” form.
6. Formulate an interview question pool.
7. Construct a candidate folder.
8. Conducting successful employment interviews.
9. Make the selection based on objective criteria.

Dr. Robert DeGroot, President of Sales Training International, is an author, consultant, Sales Professional and trainer with over 25 years experience in the fields of sales and psychology.

He holds a Bachelor of Arts degree in Psychology, Master of Education in School Psychology and a Doctorate in Clinical Hypnotherapy. He is a Licensed Professional Counselor, Board Certified Hypnotherapist and holds Diplomat status in the American Psychotherapy Association.

In addition to his book, Psychology for Successful Selling, (Branden Publishing Company, 1988), he has also written articles for Selling Power Magazine, Training Magazine, and Sales and Marketing Management Magazine.

His company is a three-time recipient of the “Organization of the Year Award” from the Houston Chapter of the American Society for Training and Development. Robert has also presented three times at the ASTD International Conference and at the International Customer Service Association in 2000. He has been recognized for his accomplishments in Who’s Who in the World, Who’s Who in the South and Southwest, Who’s Who Among Human Services Providers and Who’s Who of Emerging Leaders in America.

Here are what people are saying about Bob DeGroot's training:

• As always, your staff was professional, energetic and knowledgeable. I have come to expect only the best from Sales Training International, and you deliver. It is so important that our employees present themselves in a professional manner when representing our company. Sales Training International provides our staff with the tools to accomplish that goal.
  -Robert "Rob" S. II, Sales
  
• This was one of the best Sales Training I have ever attended. I especially appreciated the objections workshop, competitor Analysis and FABS.
  -Richard H., Sales
  
• As a sales manager, I am always looking for training programs that both inform and motivate - STI did both and they exceeded our expectations. The trainer really did his homework on both our company and our industry.
  -Joe M., Sales
  
• If I could grant one wish to every person, no matter what walk of life they travel, it would be that they have the chance to experience reaching for one's outer boundaries and beyond. Sales Training America provides the thrust and propulsion to get you on your way!
  Thomas L, Sales Representative
  
• The time was well spent in enabling me to overcome the hurdle of "high selling price" in dealing with customers. The sales model has been very hard to apply in everyday working, but as I become more comfortable, it is becoming habit.
  Keith V, Sales Representative
  
• By far the most powerful sales training I've attended. I recommend that any sales professional wanting to have an edge on the competition attend as well.
  Bobby B, Sales Department

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