Sales leaders face numerous challenges in today’s changing market, from hiring and scaling to motivating reps and hitting quotas. The two methodologies shared in this eBook are pivotal for success as a sales leader.
These tips will help you build and scale a top-performing sales development team that meets and crushes quota every time.
WHAT SALES LEADERS GET WRONG IN THE RECRUITMENT PROCESS
The root cause of hiring issues stems from the way most companies handle recruitment. Many sales leaders use a copy-and-paste approach, using the same job descriptions and interview questions as their competitors. This leads to salespeople preparing scripted responses because they’ve already anticipated what questions they’ll be asked. It’s tempting to save time by swiping interview questions and job descriptions from the internet. However, this generic hiring process is exactly what leads to poor employee retention rates and job-shopping candidates. According to Amy, it’s better to invest the time upfront to align your hiring process with your expectations. For example, what does success look like at your organization? What does a rep’s everyday role involve, and what will you expect of them? When you’re clear on these things, the candidate will also be more clear, and better prepared to make an informed decision.
TIPS FOR HIRING THE RIGHT SALESPEOPLE
The most common problem Amy Volas sees sales leaders struggle with during hiring is a lack of clarity. They don’t know what a “good” salesperson looks like for their organization, and so they interview dozens of candidates hoping to find that perfect fit. But without clear criteria, it’s impossible to find the right person. As a sales leader, it’s your responsibility to define what the role looks like and what your expectations are. This will help you not only attract the right candidates but also keep those employees satisfied long-term, so they can continue to grow with your organization well into the future.