Increase Your Potential To Achieve
Profitable Sales And Customer Growth

With A More Effective Job Description And Compensation Plan In Place …

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You Have Now Significantly Increased The “Potential” To Improve The Productivity, Performance & Profitability Of Your
Outbound B2B Telephone Sales Organization.

The Human Side Of The Enterprise

We Now Add In The Human Side Of The Enterprise
And Watch The Formula For Increasing Profitability Come Into View:

The Formula For Profitable Sales Growth

Improved Processes + Improved People
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Improved Profitability

The Importance Of Hiring
"The Right" Salespeople

The Most Profitable Strategy In The World
Won't Produce A Dollar Of Profit
Without The Right Salespeople
To Effectively Execute It

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So We Will Now Discuss
How To Retract & Retain Salespeople

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That Have The Knowledge & Skills
To Turn The Potential
For Achieving & Maintaining
Continuous Profitable Sales Growth

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Into Actual Profitable Sales
Performance & Results

Attracting The Top 10%
Of Sales Candidates

If It Were Possible
To Attract & Retain The Top 10%
Of Sales Candidates In The Job Market
At Any Given Time …

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What Impact
Would This Single Component
Have On Your Sales Organization’s Ability
To Achieve & Maintain Continuous
Profitable Sales & Customer Growth Performance?

Improving “New Hire” - Sales Performance

For The Past 12 Years
We Have Designed, Implemented & Supported  Recruiting Solutions For Outbound Sales Organizations Throughout North America & Europe

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The Resulting Performance From Sales Candidates Hired Using Our Recruiting & Hiring Solutions
Has Consistently Ranked Among The Top 10% Of Each Company's Historical New Hire Sales Performance

Profitable Recruiting Processes

There Are A Number Of Very Simple Processes That Can Be Added To Any Outbound B2B Telephone Sales Recruiting Strategy That Will Immediately:

1. Reduce Bad Hires
2. Increase “Speed to Profitability”
3. Increase # of New Hires that are:
   • Highly Energized
   • Highly Focused
   • Highly Productive
   • Highly Profitable
4. Increase Profitable Sales & Customer Growth

Cost Of Bad Hires

Before Getting Into The Processes
That Lead To More Profitable Hiring Decisions, Here's A List Of Reasons Why Developing A More Effective Recruiting Strategy Is So Important

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A Bad Hiring Decision ...

• Lowers Morale
• Increases Turnover
• Absorb And Waste Resources
• Lowers Leadership Credibility
• Deteriorates Positive Sales Culture
• Decrease Customer Retention Rates
• 1st Year Termination Costs On Average Of 2.5x The New Hire's Annual Compensation
• Frustrates Experienced Salespeople
  • They Make Up For The
    Quota Of Terminated Reps

Ideal Sales Candidate Profile

By Analyzing The Background, Experience, Behavioral Traits And Performance Of Over 5,000 Outbound B2B Telephone Sales Representatives

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We Have Been Able To Identify The Profiles
Of Candidates That Have The Highest Probability
Of Success & Failure Selling Products & Services
Prospecting Over The Telephone For New Customers.

Chances Of Success: 1 in 16

Of The 16 Possible Sales Profiles
One Single Profile Matches 76% Of The Most Profitable Outbound B2B Telephone
Sales Representatives.

The Cost Savings Of Reducing Bad Hires

With Rising Sales Costs, Declining Profit Margins, And An Average Turnover Rate Of Over 50% For Outbound B2B Telephone Sales Representatives …

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How Important Is It To Ensure
This Single Component

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The Outbound Excellence
Ideal Sales Candidate Profile

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Is Part Of Your 2008 Recruiting Strategy?

Critically Important If Your Goal Is To
Achieve & Maintain Continuous "Profitable" Sales & Customer Growth

Outbound Excellence
Will Provide You With …
The "Ideal" Outbound B2B Telephone
Sales Candidate Profile

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Along With The Analysis Tools
To Identify “Ideal” Sales Candidates
With Each Outbound Excellence
Profitable Recruiting Solution

Eliminate 70% Of Bad Hire Costs

Adding This “Single Process”
The Ideal Sales Candidate Profile
To Your Existing Sales Growth Strategy
Can Eliminate Up To 70% Of  The Costs You Have Previously Spent Recruiting, Hiring, Training and Developing "Bad Hires."

2 Most Effective Sources Of New Hires

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The First Step In Developing A More Profitable Recruiting Strategy Is To Understand The Recruiting Sources That Provide The Greatest Return On Your Recruiting Investment Dollar:

Referrals = 44%
Search Firms = 33%

Referrals Provide The Greatest Return
For Your Recruiting Investment Dollar

1. Referral Programs, When Developed And Implemented Effectively, Consistently Result In Attracting And Retaining Sales Candidates That Produce The Greatest Return For Your Recruiting Investment Dollar.   

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2. Referrals Are The Most Dependable,
Demonstrate The Best Work Ethic And Achieve Quicker “Speed To Profitability.”

3 Benefits Of
Effective Referral Programs

1. When An Employee Refers A Sales Candidate  To An Organization, The Referral Is A Reflection Of The Employee That Referred The Candidate

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Therefore, Good Outbound Sales Representatives Will Be Selective In The Candidates They Refer

2. Referrals Usually Have A Better Understanding of the Organization’s Strengths & Weaknesses

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So They Have More Realistic Expectations Of The Benefits, Challenges & Potential Rewards

3. Sales Representatives That Refer Candidates Have A Vested Interest In Their Referrals …

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So They Have A Tendency To Mentor Their Referrals In Understanding “Key” Developmental Areas:

• Who To Contact   
• Generating Quotes
• Processing Orders
• Handling Customer Requests
• Providing Assistance In Ramping Up Their Product Knowledge As Well As Their Selling Skills

Recruiting Strategy - Incentives

One Way To Increase the # of Qualified Referrals
Is To Provide Your Sales Team With A $250.00 Referral Fee For All Sales Referrals Who Successfully Complete Their 90 Day Probationary Period.

Recruiting Strategy - Job Fairs

Another Key Process That Can Significantly Increase The Number of Quality Referral Candidates You Hire Is To Add Our Job Fair Components To Your Existing Recruiting Strategy.

Job Fair - 5 Key Success Factors

Here Are A Number Of “Key Success Factors”
That Must Be Adhered To When Developing & Implementing Profitable Job Fair Strategies:

1. Hold Your Job Fairs On A Regular Basis

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2. Advertise & Brand Your Job Fairs Effectively

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3. Use Our “Ideal Sales Candidate Profile” To Immediately Identify Candidates With The Highest Probability Of Success.

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4. Make It A Mandatory Requirement For All Sales Managers With Open Positions, To Attend The Job Fairs So They Can Conduct Immediate 1st Interviews With Top Candidates.

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5. Hold Off-Site Job Fairs - Ranging From City Job Fairs At Convention Centers To Career Job Fairs At Colleges.

Here Are 5 More Recruiting Processes That Will Improve The Profitability Of Your Sales Organization's Recruiting Strategy

Profitable Recruiting Processes

1. Implement A Process In Your Recruiting Strategy That Will Provide You With “Automated Electronic Notifications”

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   When Resume’s Are Posted To Key Internet Job Sites That Meet Your - Ideal Sales Candidate Background and Profile Criteria.

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2. Obtain Outbound Excellence’s Recruiting  “Call Guideline” To Maximize The Number Of Ideal Sales Candidates You Convert From Resume Posters To “Top Revenue Producers”

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3. Establish An Internship Program
   With Local Colleges And Universities.

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4. Relentlessly Pursue The Development Of Internal Non-Sales Candidates To Fill Your Outbound Telephone Sales Positions.

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5. Contact Outbound Excellence For Other Proven Processes That Will Increase The Profitable Sales & Customer Growth Produced By Your Future New Hires.

The Benefits Of Improving Your Existing Recruiting Strategy With Outbound Excellence

In Instances Where We Have Integrated Our

• Ideal Sales Profile
• Job Fair Program
• Prospecting Call Guideline
• Automated Resume Notification
• Referral & Referral Incentive Processes

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To Existing Recruiting Strategies

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New Hire Sales Performance Has Increased by 32%,
While Recruiting Costs Have Decreased By 37%

Let Outbound Excellence Customize
A Profitable Recruiting Solution For You

Outbound Excellence Will Provide You With A Customized Recruiting Solution That Will …

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1. Result In Your Ability To Attract & Retain
The Top 10% of Sales Candidates
In Your Job Market

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2. Maximize The Growth Of Your Sales Organization’s Profitable Sales &
Customer Growth Performance.