The session helps identify three areas in the recruiting and retention process where problems typically go unnoticed until they become trouble for the organization:

• Friction: We isolate the exact points in the recruiting process where the conditions for wildfires are created. We share practical steps to take to avoid unnecessary problems down the road
• Ignition: We pinpoint the fault lines the selection, onboarding and ramp-up of new hires where recruiting problems are exacerbated. We identify these and provide appropriate steps to take to avoid a disaster
• Explosion: A step-by-step example is given for creating a sales recruiting and retention process map. We show you how to identify flash points and what to do to avoid new wildfires while the process is being fixed.

The briefing includes learning guides and other supporting documents.

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It seems so obvious that hiring the right people to do the job will do good things for the business. While many sales organizations continue to struggle with translating statements of the obvious into meaningful actions others have begun to crack the code.

This online session is an eye-opener, the first in a series of three online CEO briefings. Each session is designed to help you build the case for making changes that will produce positive outcomes. They suggest next steps for making those changes happen. This is not theory, it is practical application.

This webinar is designed to help you quantify the degree of waste in your organization and lays out options for taking corrective action. For those who are tracking in the right direction this session provides ways to accelerate your progress.

Topics covered in the session include:

• Understanding the economics of failure
• How to apply key metrics to sizing up the problem
• How to audit your existing process to identify existing and potential problems
• First steps to reversing “bad hiring” processes and implementing good ones

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We examine the role of sales managers in managing a talent management process for smaller, fast-moving environments.

The session outlines a systematic approach which can be implemented from beginning to end in less than 90-days. Each step of the process from profiling through performance management is covered with special emphasis on integration and continuity.

Topics covered in the session include:

• How to create effective job descriptions
• Effective communication and engagement
• No cost screening, assessment and testing
• Running a multipurpose interview
• Getting a contract to manage before the hire is made
• New hire goals and accountabilities
• Managing performance

The session includes learning guides and sample documents.

For quick registration, please click here »

“The Bozo Explosion” describes the growing number of underachieving employees that result when an incompetent executive makes a hire. That person then hires incompetent directors in turn, who then hire inept managers who go on to recruit feeble salespeople.

The implications of a bozo explosion in your sales organization can be truly catastrophic.

This sessions provides some basic tools for measuring the problem in your organization, what to do to avoid an explosion and how to reverse one.

The following are areas examined:

• Understanding the financial impact, compromised standards and performance issues that are caused by perpetual bad hiring
• Steps to take to avoid a bad situation getting worse and what to do if the problem is already critical
• How to create and implement a supportive change management plan.

This is a no nonsense briefing that is both frank and hard-hitting. It sets out specific steps that should be taken to get the sales organization back on track. The implications of failing to deal with potential or existing bozo situations are clearly laid out.

To register for this event, please click here »