Repeatable, Efficient Process for Sourcing Industrial Sales Talent
Good process leads to consistent, repeatable outcomes with minimal waste. And waste - candidate processing and interviewing time, underperforming territories, recruiter costs, and hiring mistakes - characterizes industrial sales teams.
We train you and your team on OMG's STAR™ process or execute it on your behalf. From writing an effective job posting and sourcing better candidates, through efficient processing, to better hiring and faster ramp-up, this efficient approach lets you recruit consistently, at a modest cost, and hire salespeople who actually WILL sell.
You can use this process in conjunction with industrial sales recruiters, or run your own manufacturing sales recruiting.
Predictive Tools, Better Outcomes, Supports DEI Efforts
Not only are resume's only 18% predictive of sales success* (the same as traditional, time-consuming interviews!) but they're laborious to process and compromise DEI goals. Names and dates convey information that may create unconscious bias in the reviewer.
A critical step in our process - whether we coach you or run it for you - is the OMG Sales Assessment for reps, managers and VPs. With an independently confirmed 91% predictive validity, the assessments let you focus time and attention on the sales professionals who are the best candidates - those that likely will perform - without any filtering for other bias.
Onboarding & Coaching Roadmap
Only 12% of employees believe that their company did a good job onboarding*. Your industrial sales hires will underperform from day one, and may start looking for their next job because of poor onboarding.
Sales candidate assessments that measure sales skills and capabilities provide detailed feedback to guide the onboarding and coaching plan. Don't just hand them a laptop and credit card, invest in your mutual success by focusing on the areas that will have the biggest impact on the sales team.
"Done For You" Service Option
The traditional model of sales recruiting and hiring is so cumbersome and fraught that executives often only endure it when a territory is empty. And they hesitate to make changes when they know it's necessary.
Our process will help you improve efficiency and accuracy, and often significantly reduce costs. But you still might hesitate.
So we can run the process for you for a period of time to prove the concept until you're ready to take it in-house after seeing the efficiency and effectiveness. We specialize in industrial capital equipment. While we're not a traditional "headed hunter" recruiter, we will likely reduce your reliance on them as well as the corresponding expense.
* Andy Miller, The Science of Hiring Quota Busting Sales Teams
Wondering How Your Current Sales Recruiting Process Compares?
We've always taken a very traditional and conservative approach to sales hiring. Ed's helped us understand the additional skills required for capital equipment sales today. Then running his recruiting model on our behalf, has helped us hire and source great candidates that we might not have previously considered.
- Chuck, General Manager
We've churned through lots of salespeople. Each time we thought we were hiring a superstar but learned later we had a good person that consumed management resources and couldn't really sell. Ed's coaching and process have helped us dramatically upgrade our team, and the impact on revenue is huge.
- Kyle, Co-Founder & Partner
