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Sales Hiring & Getting Hired

DOWNLOAD NOW 1 What are the most important elements of a - critical -sales role?  2 What are the profile characteristics of the people most likely to success in that role?  3 What are some of the key questions to ask at the early interview stage? Here is a proven high-level set...
DOWNLOAD TOOLKIT The default approach to sales hiring is to develop a high-spec salesperson profile, for a barely defined role. In other words, we go searching for a salesperson with a long number of traits, experiences and abilities, for a role that is loosely described. It perpetuates the approach that...
The "sales" population is shrinking fast, or at least what has been labelled sales over the past 50 to 60 years. Most sales roles are really generalist roles, encompassing account servicing, customer service, administration and troubleshooting. Lots of stuff, that is not really sales. If you are in any doubt...
Even when there is no specific vacancy, most B2B firms are always looking for "good" salespeople. If you ask them what they mean by good, you'll get a wish-list that describes a wide range of activities and especially, personalities. Someone who is hungry, with energy. Someone bright and outgoing...

Hiring is Broken

Hiring practices have become more complex, laden - and slower. This has happened for a number of reasons: 1 The use of candidate tracking software and candidate "pipelines" has ironically slowed down the hiring process in many companies and it's no wonder top quality talent loses interest. Many candidates report...
We’re used to classifying sales roles (and salespeople) in terms of salary level or experience or hunter versus farmer. But none of these categories says much about the impact a single person can have on a business.  There is a much more useful way to think about a sales role and...
Businesses - including in the SME sector - are slowly taking the sales function more seriously, as they realise that sales capability is often the company's main competitive tool and possibly only real differentiator. There are still biases and prejudices around "sales" and most people have their "sales horror"...
Sales, unlike many other professional pursuits is fraught with recurring setbacks. What makes sense back at the office is shredded by a junior gatekeeper on the first call. Most sales plans initially fall apart on first contact with buyers, even when you thought you - and the founders -...
Buyers don't interact with salespeople because they are salespeople. In fact, they usually want to avoid salespeople, because they are salespeople. But buyers do want to interact with people who are subject matter experts, and this applies irrespective of the price of your product or service, or whether you...
When it comes to sales role interviews, employers use two types of criteria for filtering and then deciding who to hire. The first are the shared - available - criteria that you see in the job advert or a candidate profile or even summarised in an "ideal person" paragraph.  The...