Is that new sales rep going to make it? It can be so hard to tell for sure during an interview process
In the early days, until you have a great VP of Sales, it's your job to figure that out
Here are 8 Signs of a Sales Rep That Isn't Going to Make It: 8⃣⬇️⬇️
In the early days, until you have a great VP of Sales, it's your job to figure that out
Here are 8 Signs of a Sales Rep That Isn't Going to Make It: 8⃣⬇️⬇️
1/ Immediate, massive discounting
Mediocre and failing sales reps do this because they have no other idea how to close a deal or create urgency.
Discounts don't create urgency, they create agency. They get the deal from the red zone to the end zone.
Mediocre and failing sales reps do this because they have no other idea how to close a deal or create urgency.
Discounts don't create urgency, they create agency. They get the deal from the red zone to the end zone.
2/ Don't truly understand the product.
Way too many AEs don’t even really understand, let alone use, the product they are selling.
They don't know how to tweak it, configure it, sell to different personas, and more.
Early reps have to be product gurus. And evangelists.
Way too many AEs don’t even really understand, let alone use, the product they are selling.
They don't know how to tweak it, configure it, sell to different personas, and more.
Early reps have to be product gurus. And evangelists.
3/ Fear of the competition.
This is different than respect. The best salespeople deeply respect the competition ... and see it as a challenge and game to beat them. Especially to beat them when sometimes maybe they’d otherwise deserve to lose.
This is different than respect. The best salespeople deeply respect the competition ... and see it as a challenge and game to beat them. Especially to beat them when sometimes maybe they’d otherwise deserve to lose.
4/ Blame others.
Sales is hard. It's a lot of No's and a lot of pressure.
So failing reps, when they come up short, they blame marketing, or the leads, or the lack of support. It’s usually all true in part ... but still a sign when it's too much blame.
Sales is hard. It's a lot of No's and a lot of pressure.
So failing reps, when they come up short, they blame marketing, or the leads, or the lack of support. It’s usually all true in part ... but still a sign when it's too much blame.
5/ No updates, or the same update again and again and again.
A terrible or even mediocre salesperson just plain has no updates to share. They're quiet in team meetings and deal reviews.
A terrible or even mediocre salesperson just plain has no updates to share. They're quiet in team meetings and deal reviews.
6/ Bad mouths their boss.
This accomplishes nothing. It’s really another type of excuse.
This accomplishes nothing. It’s really another type of excuse.
7/ Doesn’t know a lot about their top deals.
A bad salesperson doesn’t know who their key buyer is in a big deal. Or who the other stakeholders are. Or how far along the deal is. Or if or when it will close.
This is more common than you'd think. Ask.
A bad salesperson doesn’t know who their key buyer is in a big deal. Or who the other stakeholders are. Or how far along the deal is. Or if or when it will close.
This is more common than you'd think. Ask.
8/ Doesn’t believe.
It’s really hard to sell a product you don’t believe in. Sales is hard enough as it is. And the competitor is always better somewhere.
It can be easy to stop believing. But a rep that doesn't believe, can't sell.
It’s really hard to sell a product you don’t believe in. Sales is hard enough as it is. And the competitor is always better somewhere.
It can be easy to stop believing. But a rep that doesn't believe, can't sell.
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