Hi, and thank you for tuning into my video, so the first thing I'm going to talk about
today is how we recruit somebody that naturally fits your organization and so
to recruit somebody that fits your organization firstly we have to
understand what "FIT" looks like, so we need to establish what fit is for your
organization - ok. So what happens is if we hire people based on their skills alone
that we don't ever question whether they fit or not - quite often we get a mismatch
in terms of people's values and, which has a... creates conflict and all sorts of
problems down the track so what we want to do is we want to actually ensure
there is no conflict in terms of people's values ok so quite often what
happens as we hire the skills but we end up firing for like an fit. Okay, so I'll
climb into a little bit about what it looks like what it means so there's an
exercise that we do to establish your company core values and typically a
company core values have been evolved or had been developed as a reflection of
the original founder of the company generally that's what we discover. So
core values aren't something that we create, or manufacturer they're something
that already exists in the business they're just undefined. So the first
question that we ask is "if I were going to restart this business in another
country in New Zealand" that's where I'm from
for instance or "on Mars or on another planet" for instance then who would we
take and why? Okay, so we're looking for the person's personal attributes that make
that person in particular what we call what we did say a rock star what makes
them a rock star what makes them really special that we want to hold on to that
person for... Okay so does they have to necessarily be in sales, I know we are
recruiting for sales Rockstar, but it needs to be somebody that fits your
organization we're looking for the attributes that that persons exhibiting
okay so I'll just write down the question, "who would we take with us and why"? okay
so you want to take out a pen and paper and write this down or take some notes
on your phone or whatever you want to do. So, the thing about it is when we have
someone on their organization that really fits or as a rock star they go
the extra mile they are team players, they have integrity, honest... whatever
those attributes are, and in some companies particular attributes like "think
on your feet:, or "they're bit of a MacGyver" they can innovate without, "on
the fly" you know there are attributes like that. So you want to come up with a list
of that ten attributes, or what we call the "core values" and these are going to
be like what I just mentioned. I'll just use a Integrity as well. Its a bit
overused but it's, that's actually table stakes. Integrity is something that
people should exhibit you know, it's standard but "attention to detail"
that might be something that's particularly important in your industry
or reliability, or whatever those attributes are. So, you come up with ten, and then
what we do is we run the litmus test across the ten. The litmus test is
"if this person didn't exhibit these values and they left and they wanted to
come back would we rehire them"? Okay and the second litmus test is with this
attribute or value still be a non-negotiable or still be important
to the business of a hundred years from now and if the answer to those two
questions is "yes" we leave them on the list and if it's "no" you scrub it
okay so "Integrity" is probably a "Yes" you know there might be three or four others
that we scrub and we end up down to four, four to six values that are basically
non-negotiable behavioral attributes that need to be displayed in order to be
successful long term in your organization. So when we, later on when we
go to place advertisements, we go to interview.. first and second interview for
potential candidates to be your sales rockstar, we start asking these kind of
questions, we ask questions around these core values to establish if this
person's going to be a long term player, or not
Oh, and I almost forgot, just one more thing. There are that coming workshop and
it's all about "how to complete your Sales Process" so 1. Recruit the right
person 2. Support the right person with the really good robust sales process in your
business so how to get these systems to actually support the sales people in
your organization and 3. Dashboarding CRM software, selecting the right software
and getting that working. So if you want to be onboard with my bootcamp. My
12-week bootcamp click on the link below. Happy to have a chat with you and talk
through, make sure it's the right thing for you and that you're gonna get
what you need out of it. Thanks for listening. Talk to you soon. Cheers
And so, I started getting referrals. That was great. Then I got put
into a leadership position because I was doing so great and I was able to teach
other people so yeah ever since the training you know my trajectory, or my
career has just exponentially
Yeah it has!!