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Session Description

The attrition rate among salespeople is staggeringly high. When we explore the causes for this, one practice stands out among all others: ineffective interviewing.
Rather than a seat-of-the-pants interview that any candidate can ace without breathing hard, sales managers and executives with winning sales teams employ structured, behavioral interviews with questions engineered around components of a profile for that role.
 
During this one-hour complimentary webinar, Dave Stein, CEO of ES Research Group, Inc., will take you through what’s required to effectively interview a sales candidate. Dave has worked with dozens of companies guiding them through the design, installation, and implementation of a hiring process.
 
You’ll Learn:
 
· How sales candidates manage to sell interviewers into hiring them
· The importance of building a profile for each sales role you’ll be hiring for
· What kind of questions evoke responses that help in your decision-making
· Which techniques and tactics work best
· How to build a series of interview questions

 

 

About Dave Stein

Dave Stein, CEO and Founder of ES Research Group, Inc., is recognized as the world’s leading independent expert on sales training. His research and advisory firm profiles, evaluates, and compares sales training programs and the companies that provide them. His blog is widely read by both sales training providers and sales training buyers worldwide.


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