Acquiring sales talents

is recruiting personnel with specific set of sales

skills such as prospecting, cold calling,
nurturing, engaging, presenting, negotiating,
closing, etc. and knowledge about product,
markets, trends, business etc. a salesperson
possess to enact the exchange of value between a
buyer and the vendor
 Talent Acquisition
vs. Recruitment 2

Recruitment is used to fill a specific role with a qualified

candidate, making it a short-term strategy. Talent
acquisition disregards role vacancies, making it a long-term
HR strategy, that's used to attract highly-qualified
candidates.
Research has proven that an organization
that excelled in talent acquisition underwent
3.5 times more earnings growth
Talent Acquisition Activities
Pipeline of prospects. Professionals also
need to build a pipeline of prospects.
They need to identify the potential future
clients before reaching out to them to see
how they can help them to solve their
business needs.
Candidates review and Outreach. it need
to qualify opportunities of the sales person
to reach out to a prospect, the first thing is
to figure out what budget is available for
purchase, to know what is the decision-
making process, or who has the authority to 3
make the purchase, they have to understand
the need of the prospect and what would
motivate them to buy what they are offered.
Then, the timeframe enables us to know
when they will be ready to buy eventually.
Talent Acquisition Activities
Storytelling. during a customer meeting,
Relationship management.
salespeople also pitch the company and then
salespeople also have internal
their products or solutions. This is not only
relationships with different functions
about trying to sell something. High-
like Human Resources, Finance, and
performing salespeople are those who listen 4
above all Marketing. Sales and
and respond. It’s also about "Starting with
Marketing definitely have to
the Why", as Simon Syneck democratized in
collaborate and work together to create
his famous TED talk. Why the company
opportunities and drive revenue. The
came with this solution and how this will
external relationships will be with all
help the future customers
the prospects and clients.

Learn resilience. everyone knows that the discussions don’t always finish
with a sale. You have to be resilient too and learn to hear “No”. It’s not the
easiest thing to deal with but I think that resilience is key to keep on being
successful.
Talent Acquisition Strategies
Align with your business goals. Consider your business goals for the next
one to five years, and use those objectives to tailor your acquisition
strategy to meet those needs. talent acquisition is more about considering
how your company is going to expand long-term, and then finding
employees who can help take you there.

Use data and marketing to create better acquisition material. There are 5

plenty of different opportunities to use data to strengthen your talent

acquisition strategy. For instance, you might use data to figure out where
your top talent came from, and use that information to focus your talent
acquisition efforts on certain academic programs or professional
networking sites.
Talent Acquisition Strategies
Expand outreach strategies. Different skillsets require different
methods of outreach. You'll find your best marketers in a different
place than your best programmers, so you'll want to diversify your
sourcing approach. It's critical you identify where you can find the vast 6
majority of your top talent, whether that be professional events,
conferences, online forums, or social networks. grow brand awareness
for your company

Focus on better employer branding. When talented candidates are

comparing companies, they're going to choose the one with the best
values, culture, and work-life balance. By cultivating an impressive
employer brand, you'll attract better talent and find more long-term
success.
 Sales Skills
1. Product Knowledge
2. Strategic Prospecting Skills
3. Rapport Building on the Call
4. Buyer-Seller Agreement
5. Active Listening
6. Communication
7. Qualification Questioning
8. Time Management
9. Objection Prevention
10. Objection Handling
11. Demo skills
12. Gaining Commitment
13. Closing Techniques
14. Post-Sale Relationship Management
 Database of more than 275 million candidates
Talent
Acquisition
platforms

Teamable 8

Entelo
Workable
WayUp
Hired
iCIMS
 SAP Success Factors:
A Leader in
Talent Acquisition
o Embedded candidate relationship
management. This includes dynamic,
automated talent pools, landing pages, data
capture and progressive profiling forms, 9
email marketing, one-to-one SMS and
email correspondence
o Business Rules. Configurable business
rules allow customers to automate various
processes such as internal/external job
distribution, requisition management,
workflow routing, offer details, and offer
validation.
 SAP Success Factors:
A Leader in
Talent Acquisition
o Job Analyzer. This functionality helps
managers and recruiters proactively identify
and eliminate gender-biased language from
job descriptions, so they can reach the most 10
qualified candidates for every position. Job
Analyzer also provides salary
recommendations
o Career site builder. This solution provides
an intuitive, point-and-click, and drag-and-
drop experience for recruiting teams to
easily build and maintain responsive career
sites
 Team Statistics
Talent Acquisition

11
 Team

Shota Chochishvili Mariam Shereshashvili Giorgi Tkebuchava

12
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 Team

Shota Chochishvili Mariam Shereshashvili Giorgi Tkebuchava

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