We polled over 100 chief revenue officers and the number one hiring challenge by far was how to assess true sales ability.
Training and coaching can undoubtedly improve a salesperson but uncovering those with true sales ability becomes transformative to a sales organisation when mastered.
Many start-ups fail because they don’t hire the salespeople capable of turning their great products into revenue.
Anyone can sell a market leading product with copious qualified leads and 1-2-1 sales engineering support but what about start-ups that can’t offer that?
Interviews generally test for traits including empathy, curiosity and resilience, which are fundamental to sales, but accurately assessing if salespeople have what it takes to succeed at a start-up is the challenge.
To uncover true sales ability, you need to understand where and how they self-generate leads. How they run discovery calls to ensure they are only working on deals that have a high probability of closing. What repeatable process they have developed to generate predicable results. What essential support do they require. What would they change about their previous companies to have been more successful.
These are the areas to test to know if a salesperson has true sales ability or if their success was wind assisted by a market leading product or compelling event etc.
If this is an area that you require help, then we would be delighted to have a short discovery call with you to understand your challenges and see if we are the right recruitment agency to help.
About Indigo
We are SaaS GTM recruitment specialists with vast experience recruiting experienced professionals across sales, marketing and sales engineering for US, UK and Israel headquartered tech companies. Our start-up and scale-up customers rely on us to find the best people for their businesses and we take pride in knowing our work helps business to scale fast.