Optimizing the Sales Hiring Process

FOUR ACTIONABLE LEADERSHIP TAKEAWAYS

• Name and define your competencies
• Be extremely intentional about how you are going to interview those competencies. Get into the nitty gritty about how you are going to assess for work ethic.
• Test for traits like IQ, EQ, coachability, and work ethic earlier in the process as they are the hardest to teach. Industry domain expertise and even skills like prospecting are much easier to teach.
• Match sales cycle and sales environment. Don’t put an SMB rep into an enterprise role and don’t put an Oracle rep into the first sales hire role at a startup.

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