Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.
Eric from Sales Machine:
Is there a trait that sounds out for you in particular, when you go out and hire a sales person?
You’re looking for raw intelligence, intellectual capacity, past performance. But the most important thing that differentiates successful sellers from non performers is grit.
Hiring is really hard. Finding a great sales professional, especially a gritty enterprise sale professional is really hard. The first thing that you run into is figuring out if this person was successful because they were selling gold in a gold rush. Where they successful because the product that they were selling was easy to sell.
The worst thing that could happen to an enterprise sales professional who’s had some success in their career, is to “get civilized”. We as sales leaders need to figure out if people are still gritty. Are they willing to roll up their sleeves and get into it? Or are they ‘fat and lazy and civilized”.