How to Hire the Right Sales Person for Your Organization

Returning guest, Jan Foster, of Performance Resources, Inc, joins the Human Resources for Small Business podcast to discuss recruiting and hiring the perfect sales person for an organization. During the episode, Jan and Brandon discuss common challenges with hiring sales reps, behaviors to look for in the perfect hire, interview questions to ask, whether you should hire for culture or skill, and much more.  You can contact Jan Foster at [email protected]   Notes Common variances between sales roles (as referenced in discussion): Company size Startup, emerging, established organization Collaborative vs. confrontational culture Self-directed vs. micro-management Supportive (resources) or self-reliant environment Formal training vs. on-the-job Hunter/farmer/both Type of buyer – CEO/VP (decision maker), purchasing, maintenance, etc. Target client industry - industrial vs. professional organization Software vs. hardware Services vs. products Value sale vs. commodity Concrete vs. conceptual sales Size of sale – millions, hundreds or dozens of dollars Sales cycle – enterprise long-term, transactional