In this episode, Steli and Hiten talk about sales hiring. Salespeople require a specific skillset that may be difficult to quantify and assess from a hiring perspective. Sometimes, it’s best to just see them perform. But, as this is not always possible, listen to find out what you should be looking for in a salesperson and the key indicators that can point you to a great, potential candidate for your team.
Time Stamped Show Notes:
00:38 – Hiten says sales hiring is an interesting process
00:47 – “It’s a lot different in hiring marketing”
00:52 – How do you know if a person is going to be good in sales? – “You don’t”
01:15 – Steli has hired a lot of salespeople, but he can never say he’s hired a great salesperson
01:33 – There are indicators, but the only way to truly know is to work with somebody
02:02 – Ask certain questions or test prospective hires in certain challenges
02:37 – Sales is based on performance
03:50 – You only know somebody is good when you observe them work
05:07 – Steli reserves his judgement until he works with a person for at least 3 months
05:48 – “Alot of sales people are incredibly inconsistent”
06:40 – Look for signals through observation
07:00 – It takes a while to know a salesperson’s capacity
07:45 – Steli has 3 categories for salespeople: people who are great in selling, people who are great in selling themselves as salespeople, and everybody else
08:10 – People who are not good at sales will not be very convincing
09:17 – Most people who are hiring for sales do not have a lot of experience in it
10:00 – Another factor to consider is how easy it is to get them on your team
10:42 – “If somebody is too easy to hire, they are probably not that good in sales”
11:17 – “If you are in sales and you’re great at it, you’re not looking for a job”
11:58 – Ideally, startups should not hire people who have a long sales career already
13:37 – The best channel to get salespeople is to look at your network
14:16 – You could hire an outsourced provider
15:25 – “Who is somebody you know that could be amazing at sales, but would never want a sales job?”
16:34 – Hire somebody who has the traits you’re looking for and train them
17:43 – Before hiring anyone, ask yourself this key question, “Do I want to buy from this person?”
18:36 – Want to know more about sales hiring? Check out Steli’s working copy for The Sales Hiring Playbook and enter the code thestartupchat to get access
19:04 – That’s it for today’s episode!
3 Key Points:
There’s no way you can know if a person is good in sales unless you see them work.
Indicators to knowing whether a sales hire will be a great salesperson are not 100% accurate.
Before looking outside to hire a salesperson, begin looking at your own network for possible hires, first.
The Sales Hiring Playbook – Steli’s book regarding sales hiring
Steli Efti: Hey everybody, this is Steli Efti.
Hiten Shah: And this is Hin Shah, and today ... what we're going to talk about is Sales Hiring. It's probably going to be me, be me rapid-fire asking Stali many questions I can, because I know he's still a knowledge on this topic.
Steli Efti: Let's go.
Hiten Shah: First of all, on the sales side ... I've hired sales people ... it's definitely been an interesting process, scaling a sales team is also an interesting process. Mostly because it's a lot different than hiring marketing in my experience. I'll start off with the first question on my mind, which is: how do you know that sales person is any good?
Steli Efti: Yeah. That's probably the number one question I get when it comes to hiring sales people.
Hiten Shah: Awesome.
Key points in this episode
In this episode
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