Returning guest, Jan Foster, of Performance Resources, Inc, joins the Human Resources for Small Business podcast to discuss recruiting and hiring the perfect sales person for an organization.

During the episode, Jan and Brandon discuss common challenges with hiring sales reps, behaviors to look for in the perfect hire, interview questions to ask, whether you should hire for culture or skill, and much more.

You can contact Jan Foster at jan@prol.ws

Notes

Common variances between sales roles (as referenced in discussion):

Company size
Startup, emerging, established organization
Collaborative vs. confrontational culture
Self-directed vs. micro-management
Supportive (resources) or self-reliant environment
Formal training vs. on-the-job
Hunter/farmer/both
Type of buyer – CEO/VP (decision maker), purchasing, maintenance, etc.
Target client industry - industrial vs. professional organization
Software vs. hardware
Services vs. products
Value sale vs. commodity
Concrete vs. conceptual sales
Size of sale – millions, hundreds or dozens of dollars
Sales cycle – enterprise long-term, transactional

How to Hire the Right Sales Person for Your Organization