30 Minutes to President's Club | No-Nonsense Sales #286 - Lead Playbook Part 1: Armand and Mark on What to Look for When Hiring Great Sales Talent
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Apr 18, 2024 Tips on hiring great sales talent: Define competencies, assess for work ethic, test for traits like IQ and EQ. Match sales cycle to sales environment. Learn strategies for optimizing sales activities and deal acceleration. Explore unique email tactics for sales success and the importance of employee referrals in building a successful sales team.
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Match Candidates to Sales Stage
- Prioritize candidates who match the sales cycle and company stage of your role.
- Avoid hiring mismatched reps like SMB for enterprise or experienced reps for early-stage startups.
Test Traits Early
- Test early for traits like work ethic, coachability, curiosity, and grit.
- Teachable skills and domain expertise are less important than these core traits.
Traits Hard to Change
- Changing traits like work ethic or emotional intelligence is very difficult.
- Focus hiring on candidates who already have these traits rather than trying to teach them.