How do I hire Inside Sales people

first_imgIn my years of working with Venture Capital companies focused on expansion stage investments, one of the biggest challenges companies raising venture capital face is in the building of their Inside Sales Teams.Many are just not prepared or experienced in managing, coaching and developing people or prepared for the investment (time) in the success of the team.The first step is hiring the right person. The following are some suggestions to help with completing that goal.Hire Commitment over CompetenceIf you have a good 90 day ramp up program you can invest in competence…you cannot however, coach commitment  Focus on BehaviorsCompetitive?Goal Oriented?Career Driven?Motivated in Industry?  Don’t be afraid to hire out of CollegeExperience is costlyMany experienced Inside Sales people have learned bad behaviorsInvest in your team’s development and it will work, if you can’t, it will not  OVER HIRE!!Attrition will happen no matter what you doUse metrics to know when to hireYou can hire low cost individuals to start by focusing highly on Proactive activities with a career path to deeper sales roles and more reactive selling activities  Set Culture in Motion from Date of HireEntry testingSet expectations while interviewing, when making offer, and first date of orientationCommunicate investment in individuals competency development  Invest in RecruitingUse the obviousPaid online job boardsPartner with Local CollegesWork with Career DepartmentsInternshipsCo-op programsBusiness school/professors to source the best talent  Prospect the interviewing candidate for more talentIf you are going to hire the person, ask for more names  Offer a referral incentive programSales people will generally recommend only talented individualsRemember, no one is perfect and we will all make mistakes. But unless you are prepared and spend time sourcing on a regular basis, the best talent may be going to work for someone else!AddThis Sharing ButtonsShare to FacebookFacebookShare to TwitterTwitterShare to PrintPrintShare to EmailEmailShare to MoreAddThislast_img

Leave a Reply

Your email address will not be published. Required fields are marked *