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The Hiring Economy: How to Avoid Investing in the Wrong Sales Person

The problem with interviewing salespeople is just that, they are sales people – and if they are any good, they will be able to sell themselves. The real issue is, are they the right sales person for my product, my clients, and my culture? All too often, we hire great sales people who fail miserably at the job and we don’t know why. Generally, we spend a lot of time checking references and crafting trick interview questions only to be fooled at our own game. Sales speaker, Mike Hourigan, is a veteran of the hiring game. He hired an entire sales force for a division of Olympus Corporation and he designed and delivered the sales hiring program for the Harley-Davidson network in the U.S. and Canada. Sales Management expert, Mike Hourigan, shares his secrets for interviewing, using profiles, and really checking references to find the perfect sales professional.

Here are just a few takeaways:

  • Why most interviews are just a waste of time.
  • How to get the right person for the right job.
  • How to improve your hiring odds through using hiring profiles.
  • How to improve the quality of candidates through innovative recruiting.
  • The best motivational techniques to retain great employees.

Audience versions: sales management, HR and management, leadership
Format: keynote, breakout , full day

“Mike’s program, Recruit, Train and Retain, is an excellent managerial overview of dealing with your most important resource – your staff. Effectively learning how to identify, attract, hire, orient, develop, reward, motivate and cultivate your associate base is invaluable in running a successful business. Mike Hourigan provides an excellent forum in which to develop and practice these skill sets.” – HR Director, Harley-Davidson Canada

Sales Training Speaker Mike Hourigan