"I'm Looking for a Sales Leader with a Rolodex Who Can Hit the Ground Running"

I have conversations on a regular basis with business owners and founders who expect much more magic on the sales side of their businesses than they would otherwise with other functional areas like HR, Finance, or Engineering.

“Do we hear founders expecting a quick change in company culture through a new HR Head, or a materially faster product development cycle with a new Engineering Head, or even an expedited capital raise with a new CFO? Gotta wonder.”

Let's look at this more closely.  There are a few reasons why so many business owners and founders think they can easily find sales professionals to hit the ground running and pay for themselves quickly.

1. The myth of the "natural salesperson."

Many people believe that there is a certain type of person who is naturally born to sell. These people are often seen as charming, charismatic, and persuasive. However, the truth is that sales is a skill that can be learned and developed by anyone. While some people may have natural talents that make them well-suited for sales, success in this profession ultimately comes down to hard work, dedication, and continuous learning.

2. The allure of quick and easy money.

Sales is often seen as a way to make a lot of money quickly and easily. This is especially true for high-commission sales jobs, where salespeople can earn a significant percentage of each sale they make. As a result, many business owners and founders are drawn to the idea of hiring salespeople who can start generating revenue for their businesses immediately.

3. The pressure to grow quickly.

In our fast-paced business world, startups are under immense pressure to grow quickly. This pressure can lead business owners and founders to make hasty hiring decisions, such as hiring salespeople who are not well-qualified or experienced.

4. The lack of understanding of the sales process.

Many business owners and founders do not have a good understanding of the sales process. They may think that selling is simply a matter of finding potential customers and convincing them to buy their product or service. However, the sales process is much more complex than that. It involves building relationships, understanding the market and customer needs, overcoming objections, and managing a series of processes through the sales cycle.

5. The unwillingness to invest in training and development.

Many business owners and founders are unwilling to invest in training and development for their sales team. This is a mistake, as sales training can help salespeople develop the skills and knowledge, they need to be successful. Without proper training, salespeople are more likely to struggle and produce poor results.

The reality is that it is not easy to find salespeople who can hit the ground running and pay for themselves quickly. It takes time and investment to build a successful sales team. Business owners and founders who are realistic about the challenges involved and who are willing to invest in their sales team are more likely to be successful.

Here are 10 specific tips for business owners and CEOs looking to maximize their ROI when hiring sales leaders and sales professionals, especially in the B2B world:

1. Have a clear understanding of your sales goals and objectives. What do you need your sales team to achieve in order for your business to succeed? Once you have a clear understanding of your goals and objectives, you can start to identify the specific skills and experience you need in your sales leaders and sales professionals.

2. Hire for sales skills, not just experience. While experience is important, it is not the only factor to consider when hiring sales leaders and sales professionals. Look for candidates who have a proven track record of success in sales, as well as the skills and knowledge necessary to be successful in your specific industry.

3. Invest in sales training and development. Even the most experienced salespeople can benefit from ongoing training and development. Invest in sales training programs that will help your team develop the skills and knowledge they need to be successful in today's competitive marketplace.

4. Create a culture of sales enablement. Sales enablement is the process of providing salespeople with the tools, resources, and support they need to be successful. This includes providing them with access to CRM systems, marketing materials, and sales training.

5. Set clear and achievable sales goals. Salespeople are more likely to be successful if they have clear and achievable goals. When setting sales goals, be realistic and consider the factors that are within your salespeople's control.

6. Provide regular feedback and coaching. Salespeople need regular feedback and coaching in order to improve their performance. Make time to meet with your sales team on a regular basis to provide them with feedback and coaching.

7. Compensate your sales team fairly. Salespeople are motivated by compensation. Make sure that your sales team is compensated fairly for their efforts. Consider offering a combination of base salary, commission, and bonuses.

8. Recognize and reward your sales team. It is important to recognize and reward your sales team for their successes. This will help to boost morale and motivate them to continue to perform at a high level.

9. Promote from within whenever possible. Promoting sales professionals from within is a great way to reward and retain your top talent. When promoting from within, look for salespeople who have a proven track record of success and who demonstrate the leadership qualities necessary to be successful in a sales leadership role. And then invest in leadership training and development.

10. Use data and analytics to track sales performance. Data and analytics can be used to track sales performance and identify areas for improvement. Use data and analytics to make informed decisions about your sales team and sales strategy.

By following these tips, business owners and CEOs can maximize their ROI when hiring sales leaders and sales professionals.

Additionally, here are some specific tips for hiring sales professionals in the B2B world:

• Look for salespeople who have a deep understanding of the B2B sales process.

• Make sure that your salespeople are familiar with your target market and the unique challenges and opportunities of selling to businesses.

• Look for salespeople who are experienced in using technology to support their sales efforts.

• Make sure that your salespeople are effective at networking and building relationships with potential customers.

And maybe most importantly, take the extra time to be super clear with your expectations of the role, objectives, milestones, and success criteria.