Sales is one of the most important functions, yet most businesses today make the assumption that they just need to hire “someone who can sell.” This couldn’t be further from the truth. In this webinar, you’ll gain insights and practical advice for finding and hiring all-star sales talent that will help drive your business's success. Learn more about LinkedIn Talent Solutions: http://linkd.in/1bgERGj Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg Follow the LinkedIn Talent Solutions page: http://linkd.in/1cNvIFT Tweet with us: http://bit.ly/HireOnLinkedIn

1. Finding and hiring
sales professionals

4. FALSE
Great salespeople are
matched to the sales job.

5. Agenda
ü A look into U.S. / Canada sales job market
ü The hiring process for sales
ü Tools for creative recruiting
ü What sales professionals really care about
ü Q & A

6. An inside look

7. B2B Sales -“Supply and Competition”

8. Finding sales talent where it’s scarce

9. 1. Create a talent brand narrative
The story of "what it's
like to work here."

10. 2. Publish industry-relevant stories on LinkedIn

11. 3. Prospect in "high supply" areas

12. 4. Interview for attitude over experience

13. ü Heart of Silicon Valley
ü Experiencing hyper growth
ü Fierce competition for Sales professionals
Solution? The Apttus Sales Academy

14. Migration by region

15. The hiring process

16. The sales hiring process
ü Research the position
ü Describe the position
ü Creative recruiting
ü Interviewing

17. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Identify winning skills and
character traits
• Former customers
• Current customers
• Above-average performers
• Top sales performers

18. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The
successful
candidate
will
be
a
high-­‐energy,
self-­‐
mo9vated
individual
with
a
strong
dedica9on
to
customer
service."
• Concentrate on specific skills
"This
job
requires
the
ability
to
conduct
in-­‐depth
technical
conversa9ons
with
IT
directors
in
order
to
define
customized
solu9ons.”

19. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The
successful
candidate
will
be
a
high-­‐energy,
self-­‐
mo9vated
individual
with
a
strong
dedica9on
to
customer
service."
• Concentrate on specific skills
"This
job
requires
the
ability
to
conduct
in-­‐depth
technical
conversa9ons
with
IT
directors
in
order
to
define
customized
solu9ons.”

20. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Filter out non-starters
• Avoid listing character traits
"The
successful
candidate
will
be
a
high-­‐energy,
self-­‐
mo9vated
individual
with
a
strong
dedica9on
to
customer
service."
• Concentrate on specific skills
"This
job
requires
the
ability
to
conduct
in-­‐depth
technical
conversa9ons
with
IT
directors
in
order
to
define
customized
solu9ons.”

21. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Avoid hiring salespeople from
direct competitors
Your three best sources:
1. Non-salespeople from your industry
(including competitors)
1. Salespeople from similar companies in
different industries
2. University and college grads

22. Top schools and fields of study
Top schools Top fields of study

23. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Confirm your candidates have
the right character traits
“What’s your greatest achievement?”

24. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Confirm your candidates have
the right character traits
“What’s your greatest achievement?”

25. ü Research
the position
ü Describe
the position
ü Creative
recruiting
ü Interviewing
Confirm your candidates have
the right character traits
“Write down two achievements from
grade school, two from high school,
two from college, and two from post-
college.
Now, tell me which you’re most
proud of.”

26. LinkedIn Alumni Tool
linkedin.com/edu/alumni

27. LinkedIn Alumni Tool
linkedin.com/edu/alumni

28. Fred
Sanders
Mallory
Jones
Bill
Rogers
Ali
Burlingame
Sam
Smith
Calvin
McIver
Tom
Pa>erson
Sarah
Vu
Tammy
Francis
Stu
Patrick
LinkedIn Alumni Tool
linkedin.com/edu/alumni

29. What matters to Sales people

30. All sales professionals – U.S.

31. Female sales professionals – U.S.

32. Engineering professionals – U.S.

33. In Summary

34. WHERE

35. HOW

36. WHICH

37. What

38. Thank You