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Quick Guide to Defining Requirements for Sales Hires

Quick Guide to Defining Requirements for Sales Hires

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Published by Urgent Career
This quick reference guide is designed to aid in the requirements definition process for new sales hires. A thorough understanding of a position's requirements leads to a higher success rate in candidates matching and decreases time-to-hire.
This quick reference guide is designed to aid in the requirements definition process for new sales hires. A thorough understanding of a position's requirements leads to a higher success rate in candidates matching and decreases time-to-hire.

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Published by: Urgent Career on Jul 21, 2009
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09/14/2009

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Copyright©2009UrgentCareer:BetterCareerMatchingThroughTechnology1
QuickGuide:DefiningPositionRequirements
Thisquickreferenceguideisdesignedtoaidintherequirementsdefinitionprocess.Athoroughunderstandingofaposition’srequirementsallowsforasubstantiallyhighersuccessrateincandidatematchingandadecreasedtime‐to‐hire.
GeneralQuestions&SuccessIndicators:
SampleQuestions:
1. Inyoursalesprocess,whatmakesyoursuccessfulsalesrepssuccessful?Whatdotheyhaveincommon?2. Arethereanybackgroundsorcandidateattributesthathavenotsucceededinthepast?3. Whatmotivatessalespeopleatyourcompanyinthefirstyearandhowdothesefactorschangeovertime?4. Howissuccessmeasuredwithinyourcompany’ssalesorganization?
 Adiscussionofpastindicatorsofsuccess,howit’smeasured,andwhatmotivatessalesrepstoachieveit 
ValueProposition:
 Adescriptionofthekeyvaluepointsthat yourcompanyoffersitsclients
SampleQuestions:
1. Inthishire’srole,howimportantisthearticulationofavalueproposition?2. Whatareyourkeyvaluepropositions?3. Howdoyourvaluepropositionschangebyprospecttype?4. Doprospectsgraspyourvaluepropositionsimmediately,orisconsiderablediscussionandexplanationusuallyrequired?5. Whatbackgroundstendtoproducecandidateswhoadaptsuccessfullytoyourvaluepropositions?
Buyer:
 Aninventoryofthecompaniesand decisionmakersthatthishirewillsellto
SampleQuestions:
1. Whattypesofcompaniesdoyouselltointermsofindustry,size,etc.?2. Whoaretherelevantdecisionmakersandinfluencersinyourcustomers’buyingprocess,andhowdotheyvaryfromcustomertocustomer?3. Howimportantisitforahiretohaveadeepunderstandingofthecustomer’sindustryandthedecisionmaker’srole?4. Whatcustomersshouldacandidatehavesoldtointhepast?Isitexpectedthatthenewhirewillbringinalistof contacts?
Product:
 Anoverviewoftheproductsandservicesthatthishirewillsell 
SampleQuestions:
1. Whatproductsand/orserviceswillthishireberesponsibleforselling?2. Howcomplexisthebasicproductofferingandwhat,ifany,technicalknowledgeisrequiredtosellitsuccessfully?3. Howmuchcustomizationisavailablewithintheproductofferingandhowcustomizedisthetypicalsaleforeachcommontypeofcustomer?4. Whatproductsmighttheidealcandidatehavesoldinthepast?
ValuePropositionComplexity
     P    r    o     d    u    c     t     C    o    m    p     l    e    x     i     t    y
EsotericProductConsultativeSaleHighCustomizationCommodityProductTransactionalSaleNoCustomization
FullpartnershipMultiplelong‐lastingconnectionsIntegratedprocessCollaborativesalesapproachSharingofsomebusinessinfoRepeatsalesandup‐sellingTransaction‐basedsalesVendor/CommodityrelationshipCross‐functionalinfosharingCustomizedproposalsandsales
ClientRelationshipDynamics:
Howwillthishireinteractwithprospects? 
ProductComplexityMatrix:
Wheredoyourcompany’sproduct(s)and/orservice(s)fit? 
L1L2L3L4L5IndustryTrends:
 Adescriptionofyourcompany’sindustryandrecenttrends
SampleQuestions:
1. Inwhatindustryorindustriesisyourcompanycommonlyclassified?2. Whoaresomeofyourkeycompetitorsandhowdoesyourcompanydifferentiateitselffromthecompetition?3. Whataresomerecentindustrytrends?4. Whatdepthandtypeofindustryexperiencemighttheidealcandidatehave?
CompanyOverview:
Informationaboutyourcompany’shistory,vision,andkey sellingpointstopotentialemployees
SampleQuestions:
1. Arethereaspectsofyourcompanyhistoryorculturethatareimportantforacandidatetounderstand?2. Whatareyourcompany’shistory,long‐termvision,andexitstrategy?3. What,ifany,specificcompaniesmighttheidealcandidatehavesoldforinthepast?

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