Coffee’s for closers: hiring a great saleperson
Auren Hoffman wrote recently that “determining a great software engineer is much easier than determining a great salesperson” With the right questions you can ascertain an engineer’s tech and communication chops.
Good salespeople are outgoing, gregarious, usually Type A. Good salespeople are exciting. It’s easy to fall under their spell during an interview.
Great salespeople close deals. Closing can take months and few people have the DNA required to make maintain contact, build trust and make the sale.
Here’s a tip: ask about deals that took forever to close. If the stories come pouring out, they’re a closer.
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Comment from Scott
Time: February 3, 2008, 11:15 pm
Another hint:
Explain a common objective and how they would overcome it. Most people will say that they don’t know enough about the product or about the competition.
Great sales reps will reframe the question to bring it back to how much value is on the table.