5 steps of comprehensive recruiting and selection process

·      5. Offer position to one or more applicants

Turnover Rate

  annual percentage of salespeople who leave the firm

(number of salespeople that left during the year) divided by (average sales force size during the year)

Calculating Suitable number of applicants

  Number of appplicants needed = (number of open positions) divided by (% of applicants selected) X (% of acceptances)

Recruiting Internal Applicants

o   Managers in firm’s other areas will have to replace employees who move to sales

o   Blind advertisements

o   Posting in newspaper, magazines, and/or online

·      Referrals

o   Current reps (or customers) provide names

5 stages of the selection process

1. having candidate complete the for

2. testing candidate 

3. interviewing candidate 

4. verifying background

5. conducting physical exam 

Civil Rights Act of 1964

·      Prohibits discrimination against any individual with respect to compensation, terms, conditions, or privileges of employment because of race, color, religion, sex, or national origin

Age Discriminations Employment Act (1967) 

prohibits discrimination against an individual between 40-70 with respect to their compensation, terms, conditions, or privileges of employment 

Equal Employment Opportunity Act (1972) 

·      Amends the Civil Rights Act of 1964 and empowers the Equal Employment Opportunity Commission (EEOC) to prevent any person from engaging in any unlawful employment practice

Rehabilitation Act of 1973

requires firms that employ 50 or more workers and that bid on federal contract in excess of $50,000 to affirmatively hire and promote handicapped workers

Uniform Guidelines on Employee Selection Procedures (1978)

These guidelines are based upon and supersede previously issued guidelines on employee selection procedures. These guidelines have been built upon court decisions, the previously issued guidelines and practical experience of the agencies as well as the standards of the psychological profession

Americans with Disabilities

Prohibits discrimination against qualified individuals with disabilities in regard to job application procedures; hiring; advancement; or discharge of employees; employee compensation; job training; and other terms, conditions, and privileges of employment for firms with 15 or more workers. 

·      Structured interview

§  Interviewer may just read questions and record responses

·      Semi-structured Interview

o   Allows interviewer to gain insight about applicant as the discussion moves along natural, logical course

·      Stress Interview

o   Places the applicant in an unstructured situation to see how well he/she performs

·      Group Interview

o   Group of applicants placed in a group or open forum and encouraged to ask questions

·      Panel Interview

o   Placing a single applicant before a panel of company representatives

·      Field observation

o   Applicant travels with rep making calls on current and potential clients

Physical Exam

·      A job offer may not be made conditional upon the results of a medical exam

The Training Process: 4-stage training cycle

1. develop the training program 

2. identify the firms training needs

3. Assess the training effort

4. Deliver the Training

o   Organizational Analysis

§  How does the training program align with the firms goals?

o   Task Analysis

§  How does the training program help salespeople develop the knowledge, skills, and abilities they need?

o   Individual Analysis

§  How does the training program match salespeople’s need for training?

KSAs

Knowledge, Skills, and Abilities 

Staffing the Training Program: Internal vs. External

·      Generally, an internal trainer will have more credibility

·      Instructor-led

o   Face-to-face training

·      On-demand (self-paced)

o   Access similar information online when and where needed

·      Web/conference calls

o   Presenter delivers info remotely to trainees individual computers

·      Webcast/webinar

o   Two-way flow of communication including feedback

·      Podcasting

o   Delivering info to rep’s tablet or similar device

·      Wikis

o   Web sites individual reps can put up in short notice and post to

Which sales training format is preferred?

·      Blended: even though the combination in person and online course may actually require more time commitment, research indicates sales personnel prefer it because they can control when they receive it and the pace they move though the material

Facilitate Learning Transfer

identifies to what degree trainees applied training principles and techniques to their jobs 

Assessing the results

 Value to Individual

§  Doesn’t necessarily reflect if material can be applied productively back in the field

Assessing the results

·      Value to Organization

Behaviors

-identifies to what degress trainees applied training principles and techniques to their jobs

-research shoes this level of evaluation has only a few shortcoming/is very useful

results

-whether or not an organization achieved objectives it sought out

Time to celebrate?

·      Determine whether or not you will be a success in the first 3 months

·      Formal Bases of Power

o   Informational

·      Informal Bases of Power

o   Charismatic

Formal Power

·      given on the basis of the position a person holds in an organization: the authority an individual is given to accomplish his job

Informal Power

·      power an individual has as a result of skills, personality or geniality; can exert more influence than a person with only formal power

formal power·      Legitimate

o   Power to make decisions regarding issues if employment, budgeting, etc., to accomplish the tasks under their responsibility

formal power ·      Reward

o   Typically builds resentment and resistance on the part of the recipients

formal power ·      Informational

o   More effective organizations share information

Informal power ·      Expert

o   Based on a person’s knowledge, skills, and expertise

Informal power ·      Referent

o   Based on the degree to which a person is liked due to personality and interpersonal skills

Informal power ·      Charismatic

o   When an individual is strongly admired based on personality, physical attractiveness, and other factors

Emotional Intelligence

·      The ability to understand and manage the emotions of other people in light of your own