Lecture Dalrymple's sales management: Concepts and cases – Chapter 7: Recruiting and selecting personnel. This chapter presents the following content: Recruitment and selection planning, recruitcandidates, selectprospects, validating the process. | Part IV SALES FORCE COMPETENCIES Chapter 7: Recruiting and Selecting Sales Personnel Recruitment And Selection Planning Recruit Candidates Select Prospects Validating the Process Chapter 7: Outline Total Quality Management Comparisons Six Sigma Standard Error Rate Business Application 6 Sigma + per million Airline flight safety 5 Sigma 300 per million Typical world-class manufacturers 4 Sigma 6 per 10,000 Manufacturing average 3 Sigma 30 per 100 IRS phone tax advice Sigma 45 per 100 Typical employment selection and deployment Source: “Total Quality Sales Management, The HR Chally Group, 2008 Turnover Industry Rates Construction Office Equipment Retail Wholesale (Consumer Goods) Electronics Business Services Pharmaceuticals Banking Real Estate Source: Dartnell’s 30th Sales Force Compensation Survey (1999), . Turnover Rates in Selected Industries Company Culture and the Hiring Process Develop a hiring process related to core culture. What are the core cultures of these companies? Aligning People to Core Job Responsibilities The Chally Group, a sales consulting company, found that matching a person’s skills set with the skills required by the sales job led to higher performing salespeople and greater job satisfaction. What skill sets are needed for the following sales positions? Missionary? Sales Support? New Business? Aligning People to Core Job Responsibilities Missionary: Technical skills, relationship building skills Sales Support: Empathy, relationship building skills New Business: Assertiveness, persuasiveness, time management, ability to close What Purchasing Agents Like About Salespeople PERCENT OF RESPONDENTS TRAITS WHO RATED MOST VALUED Willingness to fight for customer: Thoroughness/follow through: Market knowledge/ willingness to share: Imagination: Knowledge of product line: Diplomacy in dealing with operating departments: 0% 25% 50% 75% 100% Recruiting Sources Classified Ads Reaches wide . | Part IV SALES FORCE COMPETENCIES Chapter 7: Recruiting and Selecting Sales Personnel Recruitment And Selection Planning Recruit Candidates Select Prospects Validating the Process Chapter 7: Outline Total Quality Management Comparisons Six Sigma Standard Error Rate Business Application 6 Sigma + per million Airline flight safety 5 Sigma 300 per million Typical world-class manufacturers 4 Sigma 6 per 10,000 Manufacturing average 3 Sigma 30 per 100 IRS phone tax advice Sigma 45 per 100 Typical employment selection and deployment Source: “Total Quality Sales Management, The HR Chally Group, 2008 Turnover Industry Rates Construction Office Equipment Retail Wholesale (Consumer Goods) Electronics Business Services Pharmaceuticals Banking Real Estate Source: Dartnell’s 30th Sales Force Compensation Survey (1999), . Turnover Rates in Selected Industries Company Culture and the Hiring Process Develop a hiring process related to core .
