Course curriculum

  • 1
    Chapter 1 - Introduction to STAR
    • Introduction Video
    • Opening Scene from Miracle
    • Introduction Document
  • 2
    Chapter 2 - Salespeople are Different
    • Video - Salespeople are Different
    • Opening Scene from First Knight
    • Chapter 2 - How Salespeople are Different - Workbook
  • 3
    Chapter 3 - Sourcing and Attracting Your Ideal Candidates
    • Video - Why it's So Difficult to Find Good Candidates
    • Mission Impossible
    • Chapter 3 - Sourcing Candidates - Workbook
    • Scene from Field of Dreams
  • 4
    Chapter 4 - Applicant Tracking and Templates
    • Video - Applicant Tracking and Templates
    • The Italian Job
    • Chapter 4 - Applicant Tracking Systems and Templates - Workbook
  • 5
    Chapter 5 - Using the OMG Sales Candidate Assessment
    • The OMG Sales Candidate Assessment
    • Runaway Jury
    • How Easy it is to Use the OMG Sales Candidate Assessment
    • Chapter 5 - Using the OMG Sales Candidate Assessment
    • Sample OMG Sales Candidate Assessment
    • Criteria and Guidelines for Recommendations
  • 6
    Chapter 6 - How to Use Resumes in the Sales Recruiting Process
    • Video - How to Use Resumes
    • Catch Me if You Can
    • Chapter 6 - How to Use Resumes
    • Sample Marked Up Resumes with Questions
  • 7
    Chapter 7 - The Five-Minute Phone Interview
    • Video - The Five-Minute Phone Interview
    • Apollo 13
    • Chapter 7 - The Five-Minute Phone-Interview
  • 8
    Chapter 8 - The First Interview
    • Video - The First Interview
    • What Millennials Sound Like in Job Interviews
    • The Origin of Job Interviews
    • Chapter 8 The First Interview
    • Interview Script
    • Interview Scorecard
  • 9
    Chapter 9 - The Final Interview
    • Video - The Final Interview
    • Antitrust
    • Chapter 9 - The Final Interview
  • 10
    Chapter 10 - Assignments
    • Video - Assignments
    • Oceans Eleven
    • Chapter 10 - Assignments and Sign Offs
  • 11
    Chapter 11 - On Boarding Your New Salespeople
    • Video - On Boarding
    • Tommy Boy
    • Chapter 11 - On Boarding
    • On Boarding Example
  • 12
    Chapter 12 - White Papers, Statistics and Certification
    • White Paper - Sales Longevity - The Science of Predicting Turnover
    • White Paper - The Science of Salesperson Selection
    • White Paper - The Challenger Style and its Impact on Sales Selection
    • Conversion Ratios - Norms and Expectations
    • STAR Certified Badge