The Sales Podcast - #9 – “Hiring Sales People.”
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In this episode, Scott and Robert discuss when and how to hire your sales person. Where to find them, and how to evaluate them in an interview process. Key areas we cover are:
We hope you enjoy the podcast and would greatly appreciate feedback! Any suggestions on future topics you would like to hear covered and/or podcast guests you’d like to hear would be great! Enjoy!
Podcast Notes
02:40 – Metrics to use when looking for a sales person.
03:20 – Importance of hiring lower level, or to go for a person who’ll build a sales department underneath them.
04:05 – You shouldn’t be a startup CEO if you’re afraid of selling, or don’t want to sell, also if you think it’s not important to do it yourself.
04:47 – Giving the sales person a framework of how it worked for you for them to be more effective.
07:25 – When to make your first hiring decision.
08:26 – The first sales related hire.
09:40 – Sales conversations a startup founder will have.
10:14 – Setting up general conversations around market/customer discovery.
10:36 – Intermediate steps companies can take before hiring a true VP of sales.
12:23 – When to go out and hire a sales person.
14:05 – Having a repeatable sales process.
14:35 – Diversify your sales person portfolio.
15:50 – The initial time period to judge and hire on, and how long to measure success.
16:18 – Reasons to get rid of a sales person.
20:00 – Finding ways to shorten the sales cycle.
21:48 – Where to source original candidates.
24:35 – The one most revealing question for a candidate and why?
27:25 – The types of people to look for.
28:22 – Behavioral assessments to do.
32:10 – How to structure compensation packages for sales people.
37:15 – How to know if the sales compensation program is the right one for you, or if you should make changes.
40:40 – How to make sure you structure compensation packages for team members to reach their goals.
Resources mentioned or related to this podcast