Sales Hiring & Getting Hired

The traditional approach to a sales job interview is pretty much the same approach we take to selling. The interviewer (the "buyer") interviews the candidate (the "seller") and decides if they should get picked. From the point-of-view of the seller / candidate, these encounters are mainly about avoiding getting...
What many companies really need in order to grow rapidly is more investment in sales and usually this takes the form of hiring salespeople. But many CEOs, founders and managers end up disappointed with their sales hiring projects and with the people they hire. It's why there is a...
Since the 2008 recession employers have been a lot more wary of the level of base salary paid to salespeople. As a result, the good salespeople have had to work harder to distance themselves from the under-performers. There is a basic principle in hiring salespeople; the good salespeople don't...
Sales targets such as 500k or 1 million mean nothing until you convert them into activity. In fact, until you convert your sales targets into a daily routine, they are meaningless. Suppose that to hit your Year 1 target your manager tells you that it will likely require talking to...
If a fraction of the selection criteria applied to salespeople were applied to other business or technical or operational roles, few if any would be chosen. When we are hiring salespeople we get liberal with the wishlist. We pick traits and characteristics at random, hoping we'll eventually meet the superhuman...
If your company has received investor money - especially of the VC variety - there is a certain type of sales hire the investors need you to get right. It's the sales hire who can do three things that light a fire in a growth company: 1 They can close...
If you're a B2B post-startup, expansion or growth company the chances are you hired salespeople first and marketing people later. And the reason is usually simple; (good) salespeople directly generate cash, while marketing is seen as a net cost. If however, you look at companies that have managed to scale...
When we are unclear about the type of customer that suits our business, it holds back sales, salespeople and the growth of the company. The starting point for your sales onboarding programme should be a discussion about your ideal customer i.e. the type of customer who is good for...
Some growth SMEs postpone hiring a sales manager (or "Sales V.P.") for as long as possible or until they get "big enough." What often happens is that they never get big enough. The reluctance to hire a "manager" in favour of hiring a salesperson is understandable; the sales world...
"Cultural Fit" can be a crude way to select senior salespeople It's common practice to quote poor "cultural fit" as the reason not to select or to not even continue a discussion with a candidate for a sales role. However well meant, Cultural fit is usually a crude, ineffective and nearly...