Hello Pipeline Summit!

Phil Watson SMB Sales EMEA, Slack

QUESTION:

WHY?

Wrong people

Success / Failure

in

Wrong people AND

Right people too late

What cost?

Source: Paul Kilfeather, Slack

Reactive Hiring

Workload

Prioritisation

QUESTION: Am I completely opposed to changing the way I think about hiring salespeople? Great candidates. On time.

Active vs Passive

25% 75%

Source: Linkedin

25%

75%

75% Talent knows

Talent Be

pro-active

First: Profile of Hire Values: Empathy

Craftsmanship Solidarity

Profile of Performance:

Curiosity Resilience Learning

Co-Active Sourcing

Recruiter: Slammed

You know profile best

Co-Active Sourcing

Co-Active Sourcing

On Time: Talent Pipelining 95 days? €2k/day?

Biggest determiner of Success Worth it!

Set a target: 5 and 1

Caution: Candidate Experience

Multi/Peer Interviewing

Work Sample

Quality Control

Importance of Writing

Test: Quality of Writing Sales Acumen

Company & Culture Knowledge

Three things you can implement Tomorrow:

1. Build hiring calculator 2. Build profile of hire based on top

performers 3. Start Co-Active sourcing

How we’ll make our next 10 Sales:

●  Empathy ●  Craftsmanship ●  Playfulness

Questions? Connect!