8 POINT CHECKLIST-HIRING A NEW

SALES MANAGERCURATED FROM TRISH BERTUZZI OF THE BRIDGE GROUP’S SALESFORCE.COM POST

You’ve hired a new sales manager. Just how do you evaluate

them...metrics? Maybe.

But there’s not always adequate data soon after hiring.

Instead, try asking them these 8 questions.

What do perfect prospects look

like?

THE RIGHT ANSWER INCLUDES:

-Best Company Size-Industry Verticals-Trigger Events: When is the best time to sell your product?

Essentially, do they know how to target the most profitable prospects?

How are your reps getting the

attention of ‘crazy-busy’

buyers?

THE RIGHT ANSWER INCLUDES:

-The use of concise language that goes beyond only features-Tailored messaging to specific prospects

Make sure you’re comfortable they can handle coaching new reps to talk to busy buyers.

What is your hiring plan of

attack?

THE RIGHT ANSWER INCLUDES:

-An ideal rep profile:What do your best reps look like?-How to attract, identify, and close sales talent

Can your manager make your company attractive to great salespeople?

Very specifically, how will you

ramp new sales reps?

THE RIGHT ANSWER INCLUDES:

-Onboarding focuses less on seller

Conversations shouldn’t be about the seller, they should focus on the buyer.

What is your coaching cadence?

THE RIGHT ANSWER INCLUDES:

-Types of coaching used:(Ride-alongs, listening to calls or demos)-Coaching schedule-How they provide feedback:Do they let reps know how well they’ve performed regularly?

Are you convinced the new manager can grow your team’s skills?

Who outside of sales has been helpful so far?

THE RIGHT ANSWER INCLUDES:

-Involvement throughout organization: Lunches with other business leaders, outreach to other groups within your company

Make sure a manager is leveraging all available resources, not just your sales team.

How will you communicate

with me?

THE RIGHT ANSWER INCLUDES:

-Proactive: -Frequency: How often? -Content: What? -Media: How?

Great managers describe how often and through what means they’ll communicate when problems and opportunities arise.

Are you in touch with our

customer base?

THE RIGHT ANSWER INCLUDES:

-Recent customer conversations:How many conversations have they had with customers in the last 30 days?-Takeaways from customers

Your manager should understand how customers perceive the organization and how to improve your service.

Now keep in mind, missing just a few of these questions is ok.

Not everyone approaches situations the same way- areas they’re weak in provide a prime opportunity for

coaching.

Missing too many, though, and you have a red flag that they might not

fit your sales team.

Our software finds sales triggers faster. Get a free taste!

Sincerely, SalesLoft.

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