Hello Pipeline Summit!
Phil Watson SMB Sales EMEA, Slack
Success / Failure
in
Wrong people AND
Right people too late
What cost?
Source: Paul Kilfeather, Slack
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!