In the fast-paced world of sales, discovering the perfect salesperson is like catching all green lights when you’re running late – rare, but when it happens, it quickly and profoundly changes your revenue trajectory. It requires discipline, a dash of intuition, and a healthy dose of science. I always find that before I begin the hiring journey, I have to write down the key aspects of the candidate by building my perfect salesperson avatar. Here are some keys you may want to consider.
Seniority
In strategically building your sales team, the imperative is to precisely delineate the experience level sought. Is the objective to recruit an entry-level candidate, primed for intensive training and rapid development, or a seasoned senior seller, equipped with a proven track record and a network of contacts, for immediate impact. The choice demands a careful analysis of your team dynamics and the specific challenges at hand. A judicious alignment of expertise with organizational objectives will ultimately dictate the success of your recruitment strategy.
The Sales DNA: Unraveling the Genetic Code of a Closer
First and foremost is the Sales DNA – the genetic makeup that separates the ordinary from the extraordinary in the world of sales. It's about having a sales gene that imbues the individual with an insatiable drive to always be first in their peer group while being very handsomely compensated. They possess a set of habits, traits, and attitudes that make them consistently excel without external input. This will be revealed through assessments and their interview conduct.
Track Record – Are They a Quota Killer
This is the indisputable proof that separates the great interviewers from great sales talent. Their potential future at your organization is nicely predicted by their sales behavior in previous roles. Their experience of successfully achieving or over-achieving previous sales quotas over a substantial period (say 3-5 years) is evidence of their long-term drive rather than episodic success. Your ideal salesperson should be a quota killer, someone who thrives under pressure and consistently delivers results. If your candidate has a history of turning quotas into mere steppingstones, you're on the right track.
Cultural Alignment: The Secret Sauce of Team
A perfect salesperson doesn't just fit into your organization; they become an integral part of its fabric. Picture your ideal candidate seamlessly blending with your team, embodying your company's values, and enhancing the overall dynamic. This isn't just about a shared love for remote work. It's about aligning values, work ethic, and a collective vision for success and the expectation of excellence. A salesperson who not only understands your company culture but also contributes to its growth and evolution is an invaluable asset.
Your Avatar Will Be Your Guide.
So, now that you have well-defined your perfect hire, how do you know when you've found the right candidate? As quaint as it may seem, it will feel like recognizing a long-lost friend in a crowded room – a gut feeling that transcends resumes and LinkedIn profiles. Trust your instincts but be disciplined to stick to your well-defined avatar.
As you embark on this worthy endeavor, remember, your perfect salesperson isn't just a hire; they're a catalyst for success, a driving force that propels your team toward unprecedented heights.