Returning guest, Jan Foster, of Performance Resources, Inc, joins the Human Resources for Small Business podcast to discuss recruiting and hiring the perfect sales person for an organization.
During the episode, Jan and Brandon discuss common challenges with hiring sales reps, behaviors to look for in the perfect hire, interview questions to ask, whether you should hire for culture or skill, and much more.
You can contact Jan Foster at [email protected]
Common variances between sales roles (as referenced in discussion):
Company sizeStartup, emerging, established organizationCollaborative vs. confrontational cultureSelf-directed vs. micro-managementSupportive (resources) or self-reliant environmentFormal training vs. on-the-jobHunter/farmer/bothType of buyer – CEO/VP (decision maker), purchasing, maintenance, etc.Target client industry - industrial vs. professional organizationSoftware vs. hardwareServices vs. productsValue sale vs. commodityConcrete vs. conceptual salesSize of sale – millions, hundreds or dozens of dollarsSales cycle – enterprise long-term, transactional