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Ask HN: How do you hire Sales people?

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Re: Ask HN: How do you hire Sales people?

#11

Post by dwgetjwehg »

davismwfl wrote: post #8

For engineers it is tough to hire a position that is not something you can easily ask quantitative questions. Instead with sales you need to mix a few things together to hire the right person. 1. Figure out who the primary person or type of person they will be selling to. e.g. are they selling to C level execs or engineers? 2. Are you selling enterprise software that requires a lot of hand holding? Or are you selling…

So with salespeople, it's important to meet in person?

Would you say that a 5 min convo in person trumps looking at a resume?

Re: Ask HN: How do you hire Sales people?

#12

Post by dwgetjwehg »

JSeymourATL wrote: post #10

> need some suggestion on where to begin. Go back to LinkedIn and start using the advanced search feature. Keyword in on individuals you see with promising sales profiles. Build a list of 10-30 people, in your space. Reach out to these people 1:1, you must have a live conversation with them (in-person preferably) network with them, make a friend, seek their advice, share what you are working on and ask for a referral…

This may be hard to answer, but how far into the conversation do you usually know whether he/she's a match for the job or not?

Re: Ask HN: How do you hire Sales people?

#13

Post by dwgetjwehg »

AlwaysRock wrote: post #2

I'm a tech recruiter and I partnered early on with a small company and placed their entire development team. They desperately needed sales guy and eventually found a recruiter that has placed their entire sales team. Most small companies (who can afford it) partner with a good recruiter. I could you refer you his way if you are interested.

Can I ask you a couple quick questions about recruiting?

okolobeta@gmail.com

Re: Ask HN: How do you hire Sales people?

#14

Post by davismwfl »

dwgetjwehg wrote: post #11
davismwfl wrote: post #8

For engineers it is tough to hire a position that is not something you can easily ask quantitative questions. Instead with sales you need to mix a few things together to hire the right person. 1. Figure out who the primary person or type of person they will be selling to. e.g. are they selling to C level execs or engineers? 2. Are you selling enterprise software that requires a lot of hand holding? Or are you selling…

So with salespeople, it's important to meet in person? Would you say that a 5 min convo in person trumps looking at a resume?

In my opinion in person for a sales person is crucial. But I wouldn't rule out someone immediately just because they were remote to me. Phone conversations, Skype calls etc all can work wonders and also let you see how their phone communication skills are. But in the end I always want to meet sales people in person as they are the face of your company to clients and impressions are hard to do over.

Sales in the end is all about people, so it has everything to do with communication, empathy, inquisitiveness and humility. The best sales people I have met are not the slick assholes we all hate, instead they are the people that can show humility, empathize with clients and communicate effectively across different groups of people.

Re: Ask HN: How do you hire Sales people?

#15

Post by JSeymourATL »

dwgetjwehg wrote: post #12
JSeymourATL wrote: post #10

> need some suggestion on where to begin. Go back to LinkedIn and start using the advanced search feature. Keyword in on individuals you see with promising sales profiles. Build a list of 10-30 people, in your space. Reach out to these people 1:1, you must have a live conversation with them (in-person preferably) network with them, make a friend, seek their advice, share what you are working on and ask for a referral…

This may be hard to answer, but how far into the conversation do you usually know whether he/she's a match for the job or not?

Your decision quality and ability to make a quick analysis improves greatly over time and you become a seasoned interviewer.

You can speed things up by knowing what to look for ahead of time-- (skills, experience, motivation, cultural fit) and having a formalized candidate scorecard.

Use a stepped process where you either move an individual forward or eliminate them. First conversation via phone/Skype. 2nd conversation in-person at the office, meet the team. 3rd conversation-- meet for lunch/dinner. By this point you should know. Make a decision, don't drag it out.

Re: Ask HN: How do you hire Sales people?

#16

Post by AlwaysRock »

dwgetjwehg wrote: post #13
AlwaysRock wrote: post #2

I'm a tech recruiter and I partnered early on with a small company and placed their entire development team. They desperately needed sales guy and eventually found a recruiter that has placed their entire sales team. Most small companies (who can afford it) partner with a good recruiter. I could you refer you his way if you are interested.

Can I ask you a couple quick questions about recruiting? okolobeta@gmail.com

Emailed.
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