Pursuit

Hiring sales is different from hiring any other position. Why? Recruiting shifts when you have to vet out the soft skills required for sales, rather than matching resumes with open positions. Hard skills are easier to find as they are 'measurable' and soft skills are not; a lot more strategy, preparation, and intentionality are required to seek out the soft skills needed for sales roles. We have placed numerous candidates that weren't a fit on paper but were a strong fit for the actual role. A resume never tells the whole story.

Working hard and playing harder☀️ Last week our team took a break from the office to recharge at our company-wide retreat! We spent time brainstorming the future of our company, engaging in a little friendly competition and came back refreshed and ready to finish out Q4 strong💪

When it comes to leading sales reps, it's crucial to align their incentives with goals. If you want them to be hunting, but majority of their incentives are based on farming - they will likely adjust how they spend their time to reflect that. To learn more about comprehensive comp plans and incentives - listen to the full episode: https://hubs.la/Q02QQBzB0

We're back💥 On this episode of the podcast, we're talking about all things Sales Compensation with Ryan Farber. He dives into why sales comp plans are so crucial for your sales team, how to effectively design a plan, and mistakes for managers to avoid. Whether you're a manager designing a plan, or a sales rep evaluating comp plans - this episode has many nuggets of wisdom for both sides. Listen to the full episode here: https://hubs.ly/Q02QWnd70

Non-negotiables when it comes to sales interviews: - Show up on time - Followup after the interview (ideally within 24 hours) - Come prepared to ask hard questions - Sell yourself to the role When you're interviewing for sales, you're selling yourself to the role - apply the same things from your sales process to the interview process.

Located in the heart of Dallas, our office has 10+ conference rooms, callboxes, private desks, coffee + more!🏢 If you're tired of working from home or are just looking for a change of scenery - reach out to bsultemeier@pursuitsalessolutions.com for more information!

📍ATX 🤠 Our team had a blast last week networking with several of our clients and colleagues in Austin at the Tecovas flagship location! Looking forward to our next stop on the Tecovas tour😉

Adding value to a candidate is imperative to the interview process - but HOW do you do this? Before you know how to add value to someone, you have to identify what 'value' looks like for them. This varies from person to person but some of the most common types of 'value-add' we see are: - Compensation - Career growth and trajectory - Work-life balance - Company culture - Continuing education - Title change - Management opportunity Figuring out what is most important to the candidate and being able to actually add value to them in that way is essential to making long term hires.

Overcoming objections🎯 If you're in sales, you're familiar with handling conversations about why you believe your offer is better than your competitor's, how your offer will add value to them, or any other question that is thrown your way on a pitch. When it comes to interviewing for a sales role - the same is true. Being able to overcome objections throughout the interview process shows the hiring manager how you'd handle this in the actual role. Overcoming the hiring manager's objections about you being a fit for the role leaves them with no hesitations to hire you for the role.

Transparency in the interview process can lead to longer-term hires. Over-promising in the interview process only to hire a candidate that doesn't have an accurate idea of the role can lead to a lack of trust. An A-Player will appreciate a candid approach during the interview, and won't shy away from you sharing the good, the bad, and the ugly. Ultimately, building trust with a candidate from the very beginning will help you hire the right person that is more likely to be in it for the long haul.