recruit & retain top talent - michael schmditmann

Presented by

Mike Schmidtmann

John Gaillard

Give Yourself an

Unfair Advantage

Introductions

John Gaillard ScanSource Catalyst

US Army

Mike Schmidtmann Strategic Products & Services

Inacom Communications

Attract Quality Candidates

Screen Effectively

Avoid Critical Hiring Mistakes

Owner

Sales

Inside Sales Outside Sales

AM 1

AM 2

AM 3

Marketing Finance Services

Engineering

Design

Help Desk

Tech 1

Tech 2

Tech 3

Operations Administration

H/R

Sales Technical

Other

Biggest Problem Hiring Great People?

A Great Hiring Process • Identifies Great

Candidates

• Makes Your Company & Position Attractive

• Screens out “Emerging Under - Achievers”

• Identifies Trouble Areas

• Closes the Deal

• Gets Them Productive Quickly

• One GREAT

Attribute

• One Good /

Average Attribute

• One Real Weakness

Great Employees:

Always Paired

10%

10%

30%

45%

5%

“Salesperson /Engineer Wanted”

• Growing Company

• Leading Products

• Excellent Service

• Satisfied Customers

• Great Benefits

• High Income

Potential

• Declining Company

• Terrible Products

• Awful Service

• Dissatisfied Customers

• Lousy Benefits

• Low Income

Probability

“Men wanted for Hazardous Journey.

Small Wages. Bitter Cold.

Long Months of Complete Darkness.

Constant Danger.

Safe Return Doubtful.

Honor and Recognition in case of Success.”

Ernest Shackleton 1914

“The Most Famous Employment Ad

Ever Written”

“Men wanted for Hazardous Journey. Small Wages. Bitter Cold. Long Months of Complete Darkness.

Constant Danger. Safe Return Doubtful. Honor and Recognition in case of Success.” Ernest Shackleton

Does Your

Hiring

Presentation

SIZZLE?

Hiring

Presentation

Who You Are

What You Do

Why Customers Buy From You

What Makes You Different

“The Boring Part”

Incentive Trips

Career Path

Fun

Learning

Mentoring

“The Fun Part”

Every Negative is also a Positive

Remember:

Attract Quality Candidates

Screen Effectively

Avoid Critical Hiring Mistakes

Why are Bad Candidates Often

So Good at Interviewing?

Because They Get so Much

Practice!

10 Most Commonly Asked Interview Questions

1. Why should I hire you? 2. What do you see yourself doing five years

from now? 3. What do you consider to be your greatest

strengths and weaknesses? 4. How would you describe yourself? 5. What college subject did you like the best

and the least? 6. What do you know about our company? 7. Why did you decide to seek a job with

our company? 8. Why did you leave your last job? 9. What do you want to earn five years from

now? 10. What do you really want to do in life?

Nine of These are Considered “Bad” Questions

Which one is GOOD?

10 Most Commonly Asked Interview Questions

1. Why should I hire you? 2. What do you see yourself doing five years

from now? 3. What do you consider to be your greatest

strengths and weaknesses? 4. How would you describe yourself? 5. What college subject did you like the best

and the least? 6. What do you know about our company? 7. Why did you decide to seek a job with

our company? 8. Why did you leave your last job? 9. What do you want to earn five years from

now? 10. What do you really want to do in life?

Nine of These are Considered “Bad” Questions

Which one is GOOD?

A Parrot can Answer Those Questions

Use Scenarios to Uncover Practices and Habits

6 – 8 Core Questions for Everyone

3 – 4 Specific to Position

#1: Your prospect says “I really like your

solution, but your price is too high”

What do you do?

“The Horse Trader” “How much higher? If I could

work something out with my manager, would you be

prepared to move forward?”

“The Value Answer” “Obviously, we haven’t shown you the value of our product.

Let’s review your needs, and why this is a better solution”

Describe a typical complete sale

from beginning to end

Look For:

• Where does it start?

• Where does it end?

• How many steps?

• Who is driving the Sale?

Where does it Start?

Good

Blueprint - Research

Target Account

Prospecting Call

Where does it Start?

Good Bad

Blueprint - Research “I get a lead”

Target Account “I am in the customer’s

office”

Prospecting Call “I find out what the

customer needs”

Good Bad

Contract Signed

Order Package

Accepted

Where does it End?

Good Bad

Kickoff Meeting /

Implementation Contract Signed

Cutover - Installation Order Package

Accepted

D&A

Collection of A/R

Where does it End?

Do They Have a Plan?

Good

I do this, this, and this…

I try to work with accounts that…

I don’t do XYZ until I get commitment

Do They Have a Plan?

Good Bad

I do this, this, and

this… “It depends”

I try to work with

accounts that… Every sale is different

I don’t do XYZ until I

get commitment

I try to get as much

done as I can before

the first meeting

Tell me how you troubleshoot an

intermittent problem

• Is there a structured

process?

• How many steps?

• Value of time vs. value of result?

• Are there clear objectives / purpose in

every step?

What to Look For:

Not Just Who

It’s How You Hire

“A Proper Diagnosis

is Half the Cure”