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Greg Alexander, CEO of SBI, joined by Scott Cook from Rentokil, shares hiring practices to improve your sales strategy. Visit for more information about SBI.
00:21 Welcome and special guest introduction
03:08 Useful competencies for hiring sales people
06:16 How to drive a competency into the interview/selection process
09:51 Who designs the compensation system for the sales team?
12:43 How many hiring profiles is too many?
15:19 How to market and attract candidates
19:23 Train to process versus hire to competency
22:09 Sourcing new sales employees: who does it and what’s the process
25:33 Minimizing time to productive
30:27 An action plan to develop a great talent strategy
SBI Sales and Marketing Video Podcast Summary:
Scott Cook, vice president of human resources at Rentokil, joins us to discuss developing talent strategy as part of the annual strategic planning process and shares hiring practices to improve your sales strategy.
In the first segment, we discuss what types of competencies are useful when hiring sales people and how to drive a competency into the interview/selection process.
Next we talk about who is responsible for designing the sales team’s compensation system and how collaborative systems work.
We explore the idea of too many independent hiring profiles. Is too many cumbersome? When is it too many? And how do you market these and attract candidates? We also cover the best sourcing process to find new sales employees.
Finally, we come up with a three-step action plan to develop a great talent strategy.
Ready to Make Your Number?
If you want a copy of the workbook mentioned in this video, go to SalesBenchmarkIndex.com/2016-report to see the details of our six step revenue growth method, which covers market research, corporate strategy, product strategy, marketing strategy, sales strategy and talent strategy. If you want to have one of SBI’s seasoned sales and marketing consultants help you implement our revenue growth strategy in your organization, let us know at .