What’s the best way to know if someone will make a good sales person?

Sonya Meloff (Co-founder of Sales Talent Agency)
The World’s Best Interview Question | PROFITguide.com

1. In the first 30 minutes of your initial interview, decide if you would buy from them. 2. Find some proof that they have a strong work ethic. The clearest evidence is someone who knows their own performance numbers extremely well because hard workers love to be measured. 3. Dig into their sales metrics. How well did they perform compared to their peers? You should be looking for people who consistently rank in the top 25% of performers in each … (read more)

What’s the best way to evaluate a sales person?

Sonya Meloff (Co-founder of Sales Talent Agency)
The World’s Best Interview Question | PROFITguide.com

How did you prepare for this meeting with me today? Boom! Like water on a wicked witch, we will see the poorly prepared splutter and shrink in the spotlight, while the true sales champion will be thrilled that we asked. They will explain to us how they dug into our websites, Googled our competitors and industry, reviewed our work histories on LinkedIn and found photos of our dogs on Instagram.

What’s the best way to know if someone will make a good sales person?

Nick Mehta (CEO at Gainsight)
The Second-Timers: Nick Mehta, CEO of Gainsight – “Never Stop Hiring Reps” | SaaStr

Hire a few reps and see if they work out. Sales is one of the most measurable functions in any company. You can assess reps as easily as you can analyze any function in your company.

Sonya Meloff (Co-founder of Sales Talent Agency)
The World’s Best Interview Question | PROFITguide.com

1. In the first 30 minutes of your initial interview, decide if you would buy from them. 2. Find some proof that they have a strong work ethic. The clearest evidence is someone who knows their own performance numbers extremely well because hard workers love to be measured. 3. Dig into their sales metrics. How well did they perform compared to their peers? You should be looking for people who consistently rank in the top 25% of performers in each … (read more)

Steve W. Martin (Author of Heavy Hitter Sales Training)
What Separates the Strongest Salespeople from the Weakest

What separates high-performing salespeople who exceed their quota from under-performers who miss their quotas by more than 25%? 1. Verbal acuity. On average, high-performing salespeople communicate between the 11th and 13th grade level when scored by the Flesch-Kincaid test as opposed to the 8th and 9th grade level for underperforming salespeople. 2. Achievement oriented personality. They are fixated on achieving goals and continuously measure th… (read more)

What’s the best way to evaluate a sales person?

Danielle Morrill (Co-Founder & CEO at Mattermark)
22 Sales Tips From a First Time SaaS CEO

Hire sales reps at least in pairs, so you have some way to compare performance.

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

The know how to navigate the decision-making hierarchies of a large organization. They can find the buyer ASAP. They articluate your value proposition. They handle objections well – they know which are real and serious and which can be side-stepped. They position you well and deposition your competitors, for example – they dont’ have analytics so you can’t measure the return on the investment unfortunately. They know how to handle IT (for softwar… (read more)

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

The saying is that they are “coin operated. ” It’s very hit or miss because any very good sales person is hitting quota at the company they are at. So you have a big adverse selection problem. They aren’t looking to leave typically. We churned through a lot of sales people. So just hire the best people you can and slowly ratchet up the quality over time.

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

Is your product selling today? If not, then no you need to go make those sales yourself. You want to make sure your professional sales people can be successful. If yes, then go hire; but make sure you can pay sales people properly.

David Sacks (CEO at Zenefits)
New Sales Models – David Sacks, Founder and CEO of Yammer – YouTube

Ask for their W2’s to see if they performed at their last job.

Sonya Meloff (Co-founder of Sales Talent Agency)
The World’s Best Interview Question | PROFITguide.com

How did you prepare for this meeting with me today? Boom! Like water on a wicked witch, we will see the poorly prepared splutter and shrink in the spotlight, while the true sales champion will be thrilled that we asked. They will explain to us how they dug into our websites, Googled our competitors and industry, reviewed our work histories on LinkedIn and found photos of our dogs on Instagram.

David Jackson (Founder, Seeking Alpha)
How to increase your sales team’s product and industry knowledge | A Founder’s Notebook

If you want successful sales people, hire candidates who demonstrate they can train themselves, and implement a rigorous training program.