Jul 31, 2015
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