January 13, 2014

How To Hire The A-Team Enterprise Salespeople

This guide is not for big old vendors or inside sales; this guide is for tech founders of enterprise software startups looking for outside sales people to generate millions of dollars for the company year in and year out.

Here are nine things to look for to find the A-team sales guys for your company.

1. Track record. This is easy with sales guys: You can see how much they've sold in past years, but don't make the mistake of being too metrics-driven. Selling a hot product for a big brand in a booming market is relatively easy compared to breaking into a new market for an unknown startup. More importantly, being too metrics-driven can blind you to the other attributes. Would you hire a developer simply on how many lines of code they deliver?

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