Showing posts from July, 2019

Hiring B2B Sales Representatives

In 2016, I'm managing two sales representatives for Softinn. Back then, I was wondering why my sales reps do NOT seem to call their leads and do NOT travel to meet their prospects. I raised that doubt to them, and I'm getting the below reasons:

There's no phone call allowance givenThere's no travelling allowance given Acknowledging that, I quickly made the set allowance clear. It's a mistake of an amateur manager, I do have allowances for them BUT I did not state that clearly! They don't feel secure to actually spend them and file claims. It's better we set a sales quota and also expenses quota for sale reps.
Fast forward, now, we have unlimited phone call subscription for each sales reps and RM 1,000 a month travelling allowance. Again, I notice that the calls made by my sales execs are merely two to three calls a day! The travelling expenses claimed is less than RM 200 a month (20% of the quota given). That is too low considering each sales rep has 50 deals…


My notes for Hiring

Hire "A" player brings "A" results, Hire "B" player brings "B" results.Hire specialist over a generalistUse gmSMART "A" methodSourceSelectwith ScorecardSellSourceUse referral and LinkedIn over job portalAsk for referral when your best candidate reject your offer. Good people normally know other good people like themselvesSelectBefore InterviewFocus on filter out "C" and "B" players efficientlyGet information via email or quick phone callQuestionsWhat is your career goal?What are you really good at?What you are not good at? or not interested in doing?During the InterviewStart by briefing the candidate that we will go deep to learn more about you BUT towards the end you get the opportunity to ask us questions.Be curious, focus on detail and try to build chronological order of candidate careerQuestions to build chronological orderWhat are you hired to do (in your previous company)?What is your proude…