O'Reilly logo

Success in Selling: Developing a World-Class Sales Ecosystem by Reza Sisakhti

Stay ahead with the world's most comprehensive technology and business learning platform.

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, tutorials, and more.

Start Free Trial

No credit card required

APPENDIX F

TOOLS FOR ORGANIZATIONS TO BUILD HIRING GUIDES

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.

What Is a Hiring Guide?

A hiring guide is a job aid that provides sales recruiters ...

With Safari, you learn the way you learn best. Get unlimited access to videos, live online training, learning paths, books, interactive tutorials, and more.

Start Free Trial

No credit card required