People call me every day about hiring salespeople. I always respond with, “Describe the sales role please.”
Many times the caller will struggle with defining the specific details of the sales role for which they are hiring. A salesperson may perform exceedingly well in one type of sales role and fail miserably in another.
Defining your sales role first is critical to the hiring process. If it’s not well defined, then you’ve got a really good chance of hiring salespeople that are set up for failure.