SALES RECRUITMENT with objective assessment
Our OA Sales Recruitment process is designed to identify salespeople that will succeed in your sales environment and our process ensures that only those sales people with objectively identified skills, strengths, mind set and environmental compatibility will be put forward for interviewing.
Our process commences with a clear understanding of the criteria for success in your market. We identify the candidates experience in the 20 most important areas that will influence success, factors such as:
Markets in which you operate
To whom you sell
Level of competition
Sell cycle
Method of compensation, etc
This allows us to identify candidates with the shortest ramp up time when selling in your market. We then ensure that we find and attract the right salespeople by designing a recruitment campaign that will attract the greatest number of suitable candidates for your sales position.
Prior to reading any resumes or speaking with any applicants, ALL candidates are objectively screened utilising the OA Sales Assessment to ensure we only consider candidates who will sell your product in your market. Our sales assessment is a highly accurate process that has been validated by two PhD studies in which it was recognised as having a predictive validity of 96%. This means that when we recommend a candidate who has been identified as hire able against a specific criteria, they are successful in that sales roles 96% of the time.
The next stage is to further screen the hireable candidates to test their sales abilities under pressure. The first step of this interviewing process is the 'phone screen'. We conduct a brief phone interview with the candidates whereby they are placed under considerable pressure. They need to convince us that they are worth progressing to the face to face interview stage.
Of all of the challenges that the salesperson must face, it is building rapport and closing sales in what is initially a resistant or hostile environment. The initial face to face interview aims to replicate this environment.
The candidate is screened on issues or concerns with their work history or suitability based on their resume and also their weaknesses that were identified through the OA assessment tool. This short interview is again designed to measure the ability of the candidate to respond to challenging objections whilst seeking to gain control of the interview process. This unique interviewing technique, while challenging for the candidate, validates their face to face abilities.
The final interview is a very extensive process that requires the candidate to take us through a structured overview of their work and experience following a clear chronological order. This process can take up to four hours and is designed to separate truth from fiction in relation to the past history of the candidates.
Once the interviews are completed, all references are thoroughly checked for authenticity following the same process as the interview. After this process, suitable candidates will be presented to you to conduct your own interview.