Sales Manager Questions

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  • 1. 8 POINT CHECKLIST- HIRING A NEW SALES MANAGER CURATED FROM TRISH BERTUZZI OF THE BRIDGE GROUP’S SALESFORCE.COM POST
  • 2. 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.
  • 3. What do perfect prospects look like?
  • 4. 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?
  • 5. How are your reps getting the attention of ‘crazy-busy’ buyers?
  • 6. 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.
  • 7. What is your hiring plan of attack?
  • 8. 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?
  • 9. Very specifically, how will you ramp new sales reps?
  • 10. THE RIGHT ANSWER INCLUDES: -Onboarding focuses less on seller Conversations shouldn’t be about the seller, they should focus on the buyer.
  • 11. What is your coaching cadence?
  • 12. 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?
  • 13. Who outside of sales has been helpful so far?
  • 14. 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.
  • 15. How will you communicate with me?
  • 16. 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.
  • 17. Are you in touch with our customer base?
  • 18. 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.
  • 19. 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.
  • 20. Our software finds sales triggers faster. Get a free taste! Sincerely, SalesLoft. Share on or