By Barrett Riddleberger
Successful sales managers know how to hire right and build a sales team. I get calls every day about hiring salespeople. I always respond with, “Describe the sales role please.” Many times they 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.
Here are nine questions successful sales managers ask and answer before they begin recruiting: