Course curriculum
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1
Chapter 1 - Introduction to STAR
- Introduction Video
- Opening Scene from Miracle
- Introduction Document
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2
Chapter 2 - Salespeople are Different
- Video - Salespeople are Different
- Opening Scene from First Knight
- Chapter 2 - How Salespeople are Different - Workbook
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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
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4
Chapter 4 - Applicant Tracking and Templates
- Video - Applicant Tracking and Templates
- The Italian Job
- Chapter 4 - Applicant Tracking Systems and Templates - Workbook
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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
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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
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7
Chapter 7 - The Five-Minute Phone Interview
- Video - The Five-Minute Phone Interview
- Apollo 13
- Chapter 7 - The Five-Minute Phone-Interview
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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
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9
Chapter 9 - The Final Interview
- Video - The Final Interview
- Antitrust
- Chapter 9 - The Final Interview
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10
Chapter 10 - Assignments
- Video - Assignments
- Oceans Eleven
- Chapter 10 - Assignments and Sign Offs
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11
Chapter 11 - On Boarding Your New Salespeople
- Video - On Boarding
- Tommy Boy
- Chapter 11 - On Boarding
- On Boarding Example
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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