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10 sales hiring lessons we learnt in a fast growing start up

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We learnt these lessons in sales hiring while building one of the fastest-growing start-ups in India.

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10 sales hiring lessons we learnt in a fast growing start up

  1. 1. 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA SALES DESIGNER
  2. 2. STOP LOOKING FOR “ROCKSTARS” SALES REPS ON THE FRONTLINE SELLING IS NOT TAUGHT IN GRAD SCHOOL OR B-SCHOOL. HIGHLY LIKELY THAT THEY WEREN’T TRAINED IN SELLING IN THE PREVIOUS JOBS. JUST LOOK FOR SINCERE PEOPLE WHO ARE RESILIENT AND HAVE BEEN IN A SALES JOB BEFORE. AND THEN TRAIN THEM TO THRIVE IN YOUR SYSTEM. 1 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  3. 3. IF YOU HAVE A BUDGET OF 1 RUPEE, HIRE 2 REPS FOR 50 PAISE EACH RATHER THAN 4 REPS FOR 25 PAISE MOTHER OF “COUNTER-INTUITIVENESS”. MORE IS NOT MERRIER ON THE FRONTLINE. ESPECIALLY IF YOU ARE SELLING A MODERN, DISRUPTIVE PRODUCT. AND THE COMPANY IS IN EARLY TO MID- STAGE. 2 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  4. 4. THE AVERAGE RECRUITER RELIES TOO MUCH ON THEIR GOD GIFTED “GUT-FEEL” TO HIRE SALES REPS RECRUITER’S “GUT-FEEL” DOES NOT SCALE. THE HIRING PROCESS HAS TO BE DESIGNED IN A WAY THAT IT CAN BE REPLICATED ANYWHERE AND BY ANYONE. ALSO, RELYING SOLELY ON INTERVIEWS TO HIRE SALES REPS WILL COST YOU MANY GREAT HIRES. 3 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  5. 5. RECRUITMENT IS SALES IT’S A DEMAND > SUPPLY MARKET WHEN IT COMES TO FRONTLINE SALES REPS. A SALES REP’S FIRST LOVE IS USUALLY THE PRODUCT. TALK ABOUT WHY BUYERS BUY YOUR PRODUCT, WHAT THEY LIKE AND WHAT THEY DON’T. THAT EXCITES SALESPEOPLE. NOTE: SALES REPS CAN SEE THROUGH WISHY-WASHY TALK ON ORGANIZATION CULTURE. THEY READ YOUR GLASSDOOR PAGE BEFORE INTERVIEWING. 4 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  6. 6. (FOR HEAVEN’S SAKE) STOP ASKING CANDIDATES TO SELL YOU A PEN OR OTHER 20TH CENTURY INTERVIEW PRACTICES. THERE’S PLENTY OF LITERATURE AVAILABLE ON PREDICTIVE SALES HIRING METHODS. USE THEM. 5 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  7. 7. DON’T EVALUATE A CANDIDATE’S NEGOTIATION SKILLS WHEN THEY NEGOTIATE FOR COMPENSATION YOU’D RATHER TEST THAT WITH A ROLE-PLAY WHICH IS MORE PREDICTIVE. ALSO, THEY ARE GOING TO BARGAIN HARD TO MAXIMISE THEIR FIXED COMPONENT IRRESPECTIVE OF THE VARIABLE COMPONENT. SURVIVAL INSTINCT AT WORK. DEAL WITH IT. 6 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  8. 8. YES, THERE’S A DEARTH OF QUALITY SALES TALENT IN OUR COUNTRY AND IT’S NOT THE CANDIDATE’S FAULT. ARE YOU GOING TO CRIB ABOUT IT? OR DEAL WITH IT? DECIDE. YOU HAVE A BUSINESS TO RUN. HIRING SALES REPS TODAY IS A “BUY-THEN-MAKE” DECISION. INVEST IN TRAINING THEM. 7 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  9. 9. THE AVERAGE RECRUITER CAN’T DEAL WITH THE ASSERTIVENESS OF SALES REPS BE WARY BECAUSE IT MIGHT BE TERMED AS “ARROGANCE”. BE SURE TO CHECK WHO THEY ARE REJECTING. DON’T BLINDLY TAKE THEIR WORD FOR IT. 8 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  10. 10. JUST BECAUSE SOMEONE IS AN ACCOMPLISHED SALES LEADER DOESN’T MEAN THEY ARE GOOD AT HIRING HIRING REQUIRES “SELLING” AND “BUYING” SKILLS. MOST PEOPLE ARE ONLY GOOD AT ONE. BUILDING BOTH SKILLS TAKES PRACTICE. TRAIN YOUR HIRING MANAGERS AS HARD ON INTERVIEWING AS ON SALES PITCHES. 9 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  11. 11. MILLENNIALS AND GEN-Z ARE OKAY WITH BREAKS BETWEEN JOBS IF YOU JUDGE THEM FOR IT, YOU MIGHT BE MISSING OUT ON SOME AMAZING TALENT 10 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER
  12. 12. SALES DESIGN INC. WE CONDUCT WORKSHOPS ON DESIGNING YOUR SALES HIRING PROCESS FOR SCALE SAURABH@SALESDESIGN.CO.IN 10 SALES HIRING LESSONS WE LEARNT IN A FAST GROWING START-UP SAURABH SENGUPTA, SALES DESIGNER

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