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10/11/2019

039 Hiring Salespeople

Presenter: Joseph Ellers

Date: Tuesday, March 10, 2020

Time: 1:00-4:30 pm
 
Level of Complexity
: Intermediate

Course Description:  One of the most difficult objectives for any organization is to identify, hire and integrate salespeople. This course helps organizations to use a process-based approach that begins with a clear understanding of the kind of salesperson needed and ends with a set of actions designed to increase the chances of success through a structured on-boarding process.

Learning Objectives:

  • Understanding that each sales hire might be different
  • Creating formal processes for hiring and on-boarding
  • Pre-work for annual business planning for the manager
  • Framework for critical decision-making and resource allocation

aeaJoseph Ellers

Joe began his sales career in 1978 and sales management responsibilities in 1984. In his career, he has worked with manufacturers, reps, and distribution. His company, Palmetto Associates, has worked with over 1700 customers throughout the world. He has worked with many of the major trade associations and is a long-time faculty member with UID.

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Value-Added Selling (4th Edition)

Paul Reilly, Tom Reilly

photo“Value” is about more than just price. Good salespeople understand that and know what differentiates their products from that of competitors. In the first edition of Value-Added Selling, industry guru Tom Reilly tackled the most common problem that salespeople faced: overcoming customer concerns about pricing. That book went on to become the global, go-to guide for value-added selling. Since then, the industry–and the world―has changed dramatically. Developments in technology, including price comparison apps and search engines, now provide consumers with more information than ever, making it much harder to value and sell your product. Additionally, millennials, who now comprise the largest population in the workforce, prefer to do things differently than prior generations. This updated fourth edition of Reilly’s classic guide examines the latest trends and technology that have impacted the market and provides expert advice on leveraging current technology to increase sales.


Value-Added Selling, 4th Edition offers proven strategies and tactics to help you not only close more sales but improve repeat business without compromising on price. You’ll learn how to anticipate the needs, wants, and concerns of buyers from the very beginning of the sales process. The book shows how to compete more profitably by selling value, not price.

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