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Sales Hiring: How to Find & Screen Your Next Sales Team Hire – An Interview with Wayne Herring

 Show Notes and Topics:

• Explanation on building a sales teams and helping them grow
• What’s the #1 biggest mistake small businesses make when hiring they’re first salesperson?
• Importance of defining the role
• You don't have to be perfect to hire your first sales person, but you need to have pioneered your system
• Review of assessments used to hire sales team
• Overview of Sales DNA related to money
• • Supportive Buy Cycle - How I buy things is how I sell thing
  • You have to stand in front of a mirror and say your price
  • Comfort Discomfort
  • Non-Supportive Buy Cycle
• Advice for founders on how to get comfortable asking for business
• Difference of headwinds and tailwinds
• Importance of talking to others and getting difference perspective on hiring
• Difficulties you may across interviewing sales people and how to manage it
• Advice on not rushing a hire, using the 80/20 Principle
• Best standards on hiring to save you time and find the right person
• Ask the “magic questions” during the initial phone interview
• How to make the interview process as efficient and beneficial as possible
• The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million
• What’s the 80/20 Principle to screening and interviewing salespeople?
• • 1 - Pre Hire assessment
  • 2 - Short Triage Call / screening
  • 3 - Get enough candidates - quality retained search recruiter, Indeed/job boards, admin/partner to learn a process quickly
  • • Keep your job page up
    • Free Ad on Indeed - refresh every 30 days
    • Tag contacts on LinkedIn

Links and Resources:

• Wayne Herring on LinkedIn https://www.linkedin.com/in/wayneherringjr
• Blount, J., Weinberg, M. Fanatical Prospecting: The Ultimate Guide to Opening Sales Conversations and Filling the Pipeline by Leveraging Social Selling, Telephone, Email, Text, and Cold Calling https://www.amazon.com/dp/B01617VD3I
• Warrollow, J. Built to Sell: Creating a Business That Can Thrive Without You https://www.amazon.com/Built-Sell-Creating-Business-Without-ebook/dp/B004IYISQW/
• Check out Wayne Herring’s website Herring Coach, LLC: https://herringcoach.com/
• Davidai, S., Gilovich, T. “The headwinds/tailwinds asymmetry: An availability bias in assessments of barriers and blessings”: https://www.ncbi.nlm.nih.gov/pubmed/27869473.
• Objective Management Group - Pre-Hire Assessment: https://www.objectivemanagement.com/
• Zero-Risk Hiring System: https://www.zeroriskhr.com/
• Contact Wayne Herring
• Business Builder Camp - Male business owners who also want to be good dads and husbands: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp
• Check out Roberge, M.The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million: https://www.amazon.com/Mark-Roberge/e/B00NSKE4WY
• Inspect what you Expect: https://www.facebook.com/login/?next=https%3A%2F%2Fwww.facebook.com%2Fgroups%2Fbusinessbuildercamp%2Fpermalink%2F2025182797703193%2F
• Example of scheduling a brief screening call https://calendly.com/salesqualia/salesqualia-phone-screen/02-13-2018
• Objective Assesment Blog on Non-Supportive Buy Cycle article: http://www.objectiveassessment.com.au/blog/2011/03/a-non-supportive-buy-cycle-%E2%80%93-how-it-undermines-the-success-of-your-salespeople-and-how-to-fix-it/