An 8-point checklist is provided for evaluating a new sales manager by asking them questions in 8 key areas: (1) identifying the perfect sales prospects, (2) how sales reps will get buyers' attention, (3) the hiring plan, (4) how new sales reps will be onboarded and ramped, (5) the coaching cadence, (6) who outside sales has been helpful, (7) how the manager will communicate, and (8) being in touch with the customer base. The document advises that missing some questions is okay but missing too many could be a red flag that the manager may not be a good fit.

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.
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