Recruiting a Top-Notch Sales Team: Newly Discovered Approaches

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SELLING TO A SALESPERSONRecruiting a top-notch sales team

Logan McCune, MBA, SPHR, GPHR

Northwestern Mutual

NORTHWESTERNMUTUALSTRATEGICCONSIDERATIONSTACTICALEXECUTIONAGENDABURNING QUESTIONS

HIRING GREATSALES TALENT ISBRUTALLY HARD.SellingPower

"We have this myth that extroverts are better salespeople. As a result, extroverts are more likely to enter sales; extroverts are more likely to get promoted in sales jobs. But the correlation's almost zero. It's really quite remarkable.Daniel Pink in To Sell is Human

NORTHWESTERNMUTUAL

STRATEGICCONSIDERATIONSOVERALLCULTUREPHILOSOPHYEXECUTION

TACTICALEXECUTION*McCune, L. (2013). Global recruiting align your recruitment strategy with your organizational goals and the global market . Global HR Practitioner Handbook, 153-168.

Adam Grant in Give and TakeIt didnt matter whether the salespeople were conscientious or carefree, extroverted or introverted, emotionally stable or anxious, and open-minded or traditional. The defining quality of a top salesperson was being a giver.

LOGAN.MCCUNE@NM.COM 503-445-5433