This appendix introduces hiring guides as a tool to be used for screening and selecting sales job candidates. It provides step-by-step instructions for creating hiring guides utilizing the ATD World-Class Sales Competency Model (WCSCM). Key steps in the process are illustrated through developing a hiring guide for inside sales representatives (ISR) in a sales organization.
• Appendix F.1 provides a complete job aid for building a hiring guide.
• Appendix F.2 contains the template for a hiring guide.
• Appendix F.3 contains a complete example of a hiring guide for ISRs in a hypothetical sales organization.
A hiring guide is a job aid that provides sales recruiters ...