When it's time to expand, and you're looking to bring on new hires, knowing how to choose top-performing salespeople can help you build the right team quickly, and lead to considerable revenue growth.
Large account sales consultant and Inc.com contributor Tom Searcy outlines a list of six critical traits that he wants to see in the best salespeople.
The best salespeople know how to get to the top of the executive chain, says Searcy.
“For big sales, the support of the senior-most decision maker, those who make the real decisions of size and strategy when selecting vendors and partners, will be necessary.”
To identify key decision makers, seek out salespeople who demonstrate strategic thinking and know how to quickly navigate org charts. (more…)
When it's time to expand, and you're looking to bring on new hires, knowing how to choose top-performing salespeople can help you build the right team quickly, and lead to considerable revenue growth.
Large account sales consultant and Inc.com contributor Tom Searcy outlines a list of six critical traits that he wants to see in the best salespeople.
The best salespeople know how to get to the top of the executive chain, says Searcy.
“For big sales, the support of the senior-most decision maker, those who make the real decisions of size and strategy when selecting vendors and partners, will be necessary.”
To identify key decision makers, seek out salespeople who demonstrate strategic thinking and know how to quickly navigate org charts.
Speaking the language of the buying group is an important skill, and large account salespeople must be able to speak to senior executives on their own terms with confidence and relevance. Pain points between the person using the solution you sell and the person who is cutting check are very different.
“The issues of a senior decision maker and a frontline user may be aligned at a high level but measured and experienced very differently in their individual roles.” (more…)
