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Products: Sales Selection

"180 minutes of video footage, over 200 minutes of audio instruction, 10 testing kits and a comprehensive training manual will walk you through the process of hiring and managing TOP GUNS in PEO!

PEO Sales Selection ModuleTM

Video

INTRODUCTION:

  • A-Z Hiring Kit.
  • Opportunity to avoid costly hiring mistakes.
  • How much does a bad hiring decision REALLY cost?????
BRIEF OVERVIEW OF ENTIRE PROGRAM:

MISSION – "To provide a comprehensive sales selection program for PEO's, Administrative Employers, Employee Leasing Companies and Start-Up's."

  • Combination of 25 years "Race Horse vs. Plow Horse" Research & 15 years practical PEO experience.
  • The combination completes the puzzle in hiring TOP GUNS for PEO's.
  • PEO SALES SELECTION MODULETM VIDEO by Carrie Aaron
    • Introduction
    • Overview
    • PSSM Prospect ProfileTM
    • Selection of Top Producers
    • Details on the 3 most common Commission Programs
    • Introduction of the PEO Networks' ABC Commission Plan
    • Customization of the CraftSystems 3-D Hiring SystemR
  • "Hiring & Developing the Peak Performer" AUDIO SERIES by Dr. Craft
    • 4 hours of audio instruction
    • Comprehensive overview of the CraftSystems 4-D Hiring System
      • Initial Interview Questions
      • CPP Questionnaire
      • Final Interview Questions
      • Managing EE's based upon CPP score
    • "The Four Dimensions of SuccessTM" VIDEO by Dr. Larry Craft
      • 90 minute video
      • Review of 4 Dimensions of Success
      • CPP Results
      • 7 Elements
PSSM PROSPECT PROFILETM:
  • Quick Overview
    • Mission Statement
    • Competitive Advantage
    • Assess Capacity
    • Prospect Profile Umbrella
    • Golden Question
  • Preparation Phase
  • PEO context of B-101
  • Detailed Mission Statement
  • Re-generation vs. Re-engineering
  • Detailed Competitive Advantage
  • Retooling and the Client Analysis
  • Lag Time
  • Marketing/HR/Facility Planning for Growth
  • GETTING CLARITY
    • Utilizing "Wheel of EmploymentTM"
    • Double Wheel Exercise
    • CASE STUDY
  • Compensation of Sales Personnel
    • Salary
    • Expenses
    • Commission Structure
      • Review of 3 Common Commission Plans
      • Case Study of a real client
      • Application of 3 Common Scenarios
      • Review of results
    • INTRODUCTION OF PEO NETWORKS' "ABC" Concept!
      • How to calculate exact percentages of each of the three common commission plans and apply it to the ABC concept.
    • In Depth Prospect Profile Discussion
    • Sample Prospect Profiles
    Attracting Top Guns:
  • Brief explanation of Dr. Larry Craft and the CPP
  • Advertisements
    • How to write them
    • What size to buy
    • The key to winning ads
  • Don't rely solely on Advertisements
    • WHY?
    • 4 great additional resources for finding Top Guns

INTRODUCTION OF Dr. Larry Craft (pause the tape and refer to instructions)
**Approximately 8 hours of study required before playing the end of this video**

Resume watching PSSMTM video...

WELCOME BACK!:

  • Quite a Journey
  • Recap of instructions
  • Review of Consulting Options
RESEARCH PROJECT:
  • Detailed explanation of Strategic Alliance and Research Project
  • Detailed explanation of Assessment Center
  • Benchmarking & Best Practices

PEO CUSTOMIZATION OF 1ST & 3RD DIMENSION QUESTIONS:

  • Customization of 1st Dimension Questions
  • Customization of 3rd Dimension Questions
  • Review of CPP Benchmarking Scores for
    • Top Guns
    • Race Horses
    • Start Up's

REVIEW OF 7 STEP HIRING PROCESS:

  1. Candidate is greeted
    • completes custom job application
    • reviews corporate brochure
    • "walk around"
  2. Sales Manager asks 1st Dimension Questions
  3. Applicant takes CPP
  4. Complete Compatibility/Development Chart
  5. Sales Manager asks 3rd Dimension Questions
  6. Total all 3 Dimensions Scoring (Utilize WPT Intelligence Test HERE)
  7. Hire Candidate and utilize the 4th Dimension Program to manage them!!!

Brief Overview:
"Hiring & Developing the Peak PerformerTM" Audio Cassette Program

  • Tape One: The 1st Dimension of Success: Skills, Knowledge & Experience

  • Tape Two: The 2nd Dimension of Success: Personality & Motivation

  • Tape Three: The 3rd Dimension of Success: Values, Disciplines & Work Ethic

  • Tape Four: The 4th Dimension of Success: Leadership & Development

"The Four Dimensions of SuccessTM" Video (by Dr. Larry Craft)

Produced in conjunction with the PSSMTM, Dr. Craft expounds on the 4 Dimensions of Success and expands on the 7 Elements of the Comprehensive Personality Profile, focusing solely on the sales profession. ADDTIONAL ITEMS FEATURED IN THE PSSMTM COURSE:
  1. 10 CPP Questionnaires
  2. 10 WPT Intelligence Tests
  3. MASTER of 1st & 3rd Dimension Questions, customized for the PEO industry.
  4. Compatibility Chart for Top Guns
  5. Compatibility Chart for Race Horses
  6. Development Chart for Race Horses
  7. Top Gun Research Project Results
  8. Comprehensive Training Manual by Carrie Aaron
    • Transcript and Mind Mapping for PSSM video
    • Transcript and Mind Mapping sections for Dr. Craft's audio's & video
    • Six Case Studies for Prospect Profile, Producer Profile & Want Ad's
    • Section to chart your results
    • CPP Log
    • Appendix
      1. Master Forms
      2. CPP Log
      3. WPT Log
      4. Research Updates
      5. Articles
      6. Case Studies
      7. Prospect Profile Exercise
      8. Misc. Section

ONE HOUR OF TELEPHONE CONSULTING WITH CARRIE AARON!

Free Copy of the next TWO updates on Benchmarking Research.