The Hiring Process—Six Steps to Success

A six-step hiring process is presented in Figure 6-5. Each step is important for locating and attracting the best job candidates. Omitting any of these steps compromises the quality of incoming employees.

Figure 6-5. A Hiring Process.

Step 1: Job Definition

The first step in hiring is to develop job requirements. Companies in different industries have different requirements for salespeople. Consumer route salespeople perform different activities from industrial sales engineers. Also, job requirements change over time. Companies should continuously reevaluate job objectives and activity priorities as competitive ...

Get The Complete Guide to Accelerating Sales Force Performance now with O’Reilly online learning.

O’Reilly members experience live online training, plus books, videos, and digital content from 200+ publishers.