How to recruit your

1st & 100th sales Guy (or Lady!)

Lucjan Samulowski, docplanner.com

Docplanner 5 y (Poland + 5 others)

Goldenline 4 y (Poland)

Unilever 9 y (Poland + CEE)

Recruiter

MEGA

SLOW

TURBO

FAST

• Recruited the 1st sales person 6 times. Failed 2x.

• Hired ~400 salespeople. Fired ~100.

hr

PL TR ITA ESP

• Who am I looking for?

• Where to look?

• How to attract?

Make the first sale + scale sales.

Who am I looking for?

1st > 100th

1st

profile

CRM / tools

team

network

leadership skills

B2B or B2Csales skills

1st

OR

1st

intellect + ambition + passion

1st

100th

• 30 – 35 yo

• young mother

• 2y in insurance / telecom

100th

Where to look?

1st = 100th

1st

active vs passive

B2B or B2C

industry

company

1st

1st

100th

100th

How to attract?

1st > 100th

1st

1st

1st

100th

good salary + contract type

100th

100th

SalesLeader or SalesPerson?

SalesLeader + SalesPerson

... if you get the

hiring right over

50% of the time,

consider yourself

talented at

recruiting…

- Jack Welch

3 things you can implement tomorrow:

• get a great sales leader if you don’t have one

• give him / her equity

• an interview form

next 10 sales:

• now.. now.. now.. ;)

• closing prospects on the phone

Thank you!