039 Hiring Salespeople
Presenter: Joseph Ellers
Date: Tuesday, March 10, 2020
Time: 1:00-4:30 pm
Level of Complexity: Intermediate
Course Description: One of the most difficult objectives for any organization is to identify, hire and integrate salespeople. This course helps organizations to use a process-based approach that begins with a clear understanding of the kind of salesperson needed and ends with a set of actions designed to increase the chances of success through a structured on-boarding process.
- Understanding that each sales hire might be different
- Creating formal processes for hiring and on-boarding
- Pre-work for annual business planning for the manager
- Framework for critical decision-making and resource allocation
Joe began his sales career in 1978 and sales management responsibilities in 1984. In his career, he has worked with manufacturers, reps, and distribution. His company, Palmetto Associates, has worked with over 1700 customers throughout the world. He has worked with many of the major trade associations and is a long-time faculty member with UID.
Mike Emerson, Steve Deist
Effective Sales Incentive Design for Distributors: What’s the Right Plan? is designed for top wholesale distribution executives and sales managers who are looking for the answer to this question: “How can I get my sales reps to just do what I want them to do?”