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How To Hire Top Sales Performers Every TimeA good sales hire can make or break your business. So you want to get it right.We can show you an easy, well researched, and proven method for consistently finding the best of the best sales applicants to hire into your business. Edensilk's recruitment and selection service specialises only in sales professionals; variously known as Sales Executives, Business Development Managers, Sales Consultants, Account Managers, Sales Reps, Sales Managers, and all the other euphemisms for those people who are charged with finding new customers, or satisfying existing customers with additional products and services, or both. Our expertise is available as a service, or as a do-it-yourself methodology under license. As a service, we are unlike any other in that we only deal with sales vacancies, and we do not charge placement fees: we only charge for our time spent helping you. We are experts in finding and selecting sales people, so we do not take a lot of time, and most of that time is spent with you, so you know you are getting value for money. In the process we transfer our specialist knowledge and methods to you so that in time you can become self-sufficient and licenced in the practice of our proven methodology for appointing top sales performers every time. In the words of some of our clients ..."I was used to hiring technical people for my business, but hiring a salesperson was something new. Edensilk provided me with invaluable assistance not only with interviewing and selecting the right person for the job, but providing sufficient information and understanding of the process so that I could do it myself next time. The service Edensilk provided was invaluable, and saved a lot of my own precious time - I highly recommend them." Matt Price, Managing Director, PerthWeb Pty Ltd. "In the area of recruitment, we have now adopted a fundamentally different approach, and Paul's method has proven itself to be simple and very effective." Martin Healey, Managing Director, Desktop Applications. "Edensilk has provided MPL with a fantastic recruitment and selection process that we will certainly use again ... As a result, we believe we have appointed the ideal candidate ... I have every confidence that I will be able to report back in 6 months and exclaim how our 'superstar' smashed all the sales targets." Conrad Winter, Sales and Marketing Manager, MPL Group. "Edensilk's 'How to Hire a Sales Superstar' workshop and your assistance implementing the program have assisted WiredCity to focus on a clear vision for its sales and business development division [and] enabled WiredCity to hire a strong team of sales professionals. The new staff have already started generating good sales and a strong pipeline of prospects within the first three months of employment." Chris Farquhar, Managing Director, WiredCity Pty Ltd. In 2003 Edensilk enjoyed a 94% success rate in appointing sales superstars. That's unheard of! Did you know …It can cost 2 to 3 times a salary if you hire the wrong person, according to a Harvard Business School research study conducted in 1998*. Click here for a Caliper tool to help you calculate the cost of employee turnover: This research also showed that a "wrong hire" can lead to lost business opportunities, reduced productivity, and lowered morale among other staff members. A wrong hire is expensive enough. A wrong "sales" hire is about as expensive as a bad hiring decision can get. Our own research has shown that less than half of sales recruits in Australia stay 6 months in the job, and the average cost of a bad sales hire is $60,000. This is not as expensive as the Harvard research has indicated; but still not insignificant. Since sales people generate the lifeblood of your business (your revenues) you can't afford failure in this area. Failure in sales will lead to failure in business. Recruitment Agents?At this stage you may still be thinking we are a recruitment agency, or head hunters. But we most definitely are not! Most business owners and managers are disillusioned with recruitment agencies, and we think rightly so. In regard to finding sales people, agencies do not appear to add any significant value. Their databases rarely contain appropriate candidates. (Why would a top sales performer be on an Agency database?) So you pay for an advert which promotes their Agency more than your own business. And the final decision still rests with you. We are not saying that all recruitment agencies are bad news. But we are not talking here about all kinds of vacancies. We are talking only about your most important and difficult recruitment assignment: your intention to engage a sales person. Few agencies have the specialist recruitment and selection skills required to reliably and consistently appoint top sales performers. So whether you like it or not, you have to do it yourself! Recruitment and selection is usually a difficult and time-consuming activity, even for those considered to be skilful. When it comes to finding and choosing sales staff, particular knowledge and skills are required. After all, you will be interviewing people who are supposed to be persuaders. Will you be able to spot the "true performers" from the "interview pretenders"? Recent research reported by the Australian Human Resources Institute revealed that 22% of large employers describe the performance of their internal recruitment departments as poor**. So you shouldn't feel bad if you don't feel confident of your own abilities in this area. Even the so-called experts find it a struggle. The solutionTo help you, Edensilk has developed an easy to follow system which will enable YOU to find, short-list, and confidently select people with genuine selling ability: the sort of people who will take your business to greatness. Having the right sales people was a critical factor in our own success with MicrOpay in Western Australia, where we grew the client base from 60 to 600 corporate clients in 6 years. You simply cannot grow a business without good sales personnel, no matter how good your products are, or how well the rest of your business is functioning. Our business growth systems are based on research conducted among the most successful Fortune 500 companies in the US. Our business partners in the US spent literally millions of dollars and many years finding out specifically what makes a top sales performer. Then they tried and tested numerous methods for reliably identifying those characteristics. The result is a simple yet comprehensive turn-key system for sourcing and selecting the best sales people. It is a proven method which can be applied by anyone. Using our selection system you will be able to arrange proceedings in such a way that the applicants will make the right decision for you. The poor performers will select themselves OUT, and only the true performers will talk themselves into your employment. The only decision you will have to make is how many top performers you will engage! What is a 'Superstar'?The top sales performers are what we call "Superstars" or "Over-achievers". They are responsible for 80% of revenues. Only 4% of sales people make this category. That's right. Our research has shown that in selling it is not an 80-20 rule. Instead, almost all sales are generated by the superstars. The rest are just learning, or they are moving from job to job because they do not perform. So you want to hire a superstar whenever you can. Because the system perfected by Edensilk is so simple to understand, we have been able to license our methodology to any business owner or manager who is responsible for hiring sales people. Edensilk's "How to Hire Sales Superstars" presentation describes exactly how to go about specifying what you want, creating appropriate advertising copy, short-listing applicants, and interviewing effectively. It fully explains the rationale of the procedure you will follow, so that you will understand exactly why you cannot go wrong in your selection. The Benefits are ...Finding the right sales people will bring immense benefits to your business:
Your only problem will be keeping up with the opportunities created by your new found superstar, and managing the growth of your business that they cause! Edensilk offers recruitment and selection assistance (specializing in sales personnel) on an hourly basis for services rendered, or we can coach on of your staff to implement our methodology under license. While it can cost you $60,000 to make just one poor hiring decision, you could instead invest far less with Edensilk to ensure that all future sales hires are the best you could possibly make. Considering that a recruitment agency will charge anything from $10,000 to $15,000 or more for each and every assignment, you just can't go wrong with Edensilk. Take action nowOur special offer is this. Before you make any further moves to fill your next sales vacancy, invite Edensilk to conduct a FREE presentation of our methodology for your consideration (conditions apply). Our "How to Hire Sales Superstars" presentation will show you:
We will visit you without obligation and present "How to Hire Sales Superstars" so you can decide on the best way to implement it for your particular circumstances. Call 08 9271 7661 right now and arrange to see our Sales Recruitment specialist. Remember, bad hiring decisions are costing your business thousands of dollars, when instead, good hiring decisions could be earning your business thousands of dollars of extra profits. Good sales people create revenue and secure jobs for others. Whereas bad sales hires can cause you to lose some of the people you already employ, in whom you have already invested thousands of hours and dollars. The multiplier effects, and the replacement costs, are too scary for most people to calculate! So go right ahead, call on 08 9271 7661 and take one of the most important steps in securing the long-term prosperity of your business. * Mornell, P. 1998. '45 Effective Ways for Hiring Smart'. Ten Speed Press, Berkeley, CA. ** Australian Human Resources, Newsmagazine, Feb 2002, p11. NB This offer is not open to any recruitment agency or other organisation whose functions include the provision of chargeable recruitment and selection services. PS This service is now franchised under www.salesrecruiters.com.au for professionals seeking to extend our methodology further afield.
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