Challenger Motor Freight Inc’s Post

Data from our upcoming State of Sales Development report shows that, when SDRs leave their role, 79% of the time, it's to take on other roles at the organization. Now, more than ever, sales development is becoming a feeder system to inject incredible talent within your company. As a follow-up to last week's video with Jason Dorfman about hiring strategies, here are his thoughts on bringing in new talent with an eye for their career progression. -Who should be involved in hiring? -When do you start their career path planning? -What tactical steps need to be taken? This is a must-watch for any sales leader looking to grow their headcount.

We lean on faster ramp time and higher productivity as core value drivers Prospective partners take meetings because of the BUZZ around our company And they work with us once they've met our candidates The athlete and veteran background is awesome, many desired characteristics But the training they have to go through takes them to the next level It sets the foundation for what they'll be doing in their first 18 months in sales They're often the pacesetters within the organizations they join It's no surprise that 40% of the candidates we placed have been promoted Driving results in the first few weeks in seat, failing fast, and learning a lot The expectation is set of how difficult the role is, and they're ready for it Motivated, Coachable, and Intellectually curious - wanting a career in B2B sales Shift Group

Sales leaders get faked out by this all the time: There's a difference between experience & expertise It doesn't matter if you've done the thing for a long, long time with little success to show for it. But still weak sales leaders say, "we want to hire experienced salespeople" But then hire reps who haven't done it well for a long long time. See the difference between experience and expertise? Ever been burned hiring that really "experienced" sales rep? Ever hired a less experienced sales rep that developed expertise?

What is a profile of a Salesperson? Denise Miller, SHRM-CP you got me thinking? (And yes, it hurt a bit). But you challenged me on using tools like DISC, what traits are you looking for to get successful hiring of sales? I have used many tools to try and do this and to be honest the data was all over the place! I think I have figured out something on this. Here is why the data is all over the place. When you are defining success inside of sales teams you tend to do that inside your culture! If you are a technically driven company you need to be a technically minded sales person. (I challenge that if you are not you will have limited success connecting the solutions offered to customers). (Just for example). Yet we know in the right company a relationship based rep can be very successful! (They have support inside the company to connect the technical!) I am suggesting that culture drives this position more than most positions? Please let's open up this dialogue and see what shakes out?

Sales leaders get faked out by this all the time: There's a difference between experience & expertise It doesn't matter if you've done the thing for a long, long time with little success to show for it. But still weak sales leaders say, "we want to hire experienced salespeople" But then hire reps who haven't done it well for a long long time. See the difference between experience and expertise? Ever been burned hiring that really "experienced" sales rep? Ever hired a less experienced sales rep that developed expertise?

Remember when I had time to make beautiful digital assets? Those times are gone! So here we are. The answer to the question on practically no-one's lips "What you doing in your new job Libs?" As VP of Growth my job is to... Scale = 📈 How can we prepare ourselves for growth? 📈 Which processes need defined? 📈 Who needs a little more clarity on the bigger picture? (shout out to the OG of scale Neda Sahebelm - I quote her ALL THE TIME) Strategy = 📈 How can we squeeze more out of this opportunity? 📈 Where is the next opportunity coming from? 📈 Is this an opportunity or... ewww... what is this?! Sales = 📈 Hey there Ms Opportunity, fancy joining us on this journey? What do you think? Is there something else I need to be throwing in the Venn to boost our growth potential?

📣 Sales Professional Spotlight – Proven Revenue Growth & Quota Crusher! Hiring salespeople is simple. Hiring the right sales professional who can hit the ground running, make an immediate impact and create quick ROI? Well, that's a different story. We recently recruited such a professional! I'd like to introduce an experienced sales professional with a track record of driving revenue growth and exceeding quotas in SaaS, IT and Managed Services Providers, and Fleet Management. 🔥 175% revenue growth in individual sales cycles through strategic prospecting and relationship management. 🏆 130%+ quota attainment multiple years, earning Presidents Club recognition. 💡 Described by references as “an incredibly good sales rep and an even better person” – a true professional who builds trust, drives results, and outworks the competition. If you're looking to add elite sales talent to your team, let’s connect! 📩 #salesleadership #hiring #quotaattainment #revenuegrowth #GRNNashville #yournexthire

🚨 Looking for Sales Pros 🚨 We've had two sales roles open and have been looking for the right combination of grit, skill, and experience. Maybe we're too chosey. However, I'm big on betting on people and candidates are also looking to make a bet on the company they work for, their manager, the team, the product, etc. We get it. Here's some commentary on the roles. Fairly unscripted, like most of my interviews. Strategic Account Executive - Automotive 🚗 . We've got the goods in this market. We've got the playbook, the partnerships, the product fit. But we're not looking for someone to just pick up the old playbook and run. It's a solution and relationship based sale and we're evolving how we pick up the next tranche of this market, which will require a strong command of navigating a more mid-market deal. https://lnkd.in/d-UG-MdB Strategic Account Executive - Healthcare 👩⚕️ . The Senior Care / Living market is so ready for a leader who can actually serve their needs, and Hireology is best positioned to do so. If you're a seller that loves being a pioneer and put your chops to the test, this is the gig for you. The support to make this seller and team successful has grown exponentially. https://lnkd.in/dfXhqzAe The roadmap is stacked with innovation and value that's just going to compound our success. 🛳 We're excited about what we do, where we are going, and the opportunity we have to make a impact for customers while helping colleagues grow exponentially. People who are successful here are driven and often reflective on what they need to do to get better. Yeah, we've got that midwestern nice thing going, too. But we take no prisoners when we are on a mission to achieve our goals. 🔪 If this resonates with you or for someone who's looking for the next opportunity to soar, drop me or Pat Sciame a note!

Need the right sales person in your team? What's the impact? 💹 Revenue Growth: Top salespeople consistently exceed targets, driving significant revenue growth and improving your company’s bottom line. 😀 Client Relationships: Skilled sales professionals build strong, long-lasting relationships with clients, ensuring repeat business and fostering trust in your brand. 😎 - Market Insights: Great salespeople gather valuable market feedback directly from customers, helping your business stay competitive and innovative. 😃 Morale, - Great sales people are collaborative and improve morale in a company and employee engagement I've been hiring sales people for over 15 years and there are some excellent people out there that can make your company sink or swim. Interested in growing your sales team? DM me to find out more. #saleshiring#businessgrowth

Do you feel stuck climbing the traditional BDR to AE ladder, or is that the only path your company recognizes? There might be a better way, I believe it starts with Account Management. Here’s why I believe Account Manager or full-cycle roles should come first in a sales career: - It teaches you about the industry you’re working in - You hear real customer pain points directly from the source - You learn how your product actually solves those problems - You build experience managing customers and closing renewals or upsells This is the path I took, and I believe this foundation was crucial for me because it allowed me to have more effective conversations with prospects. It allows you to build trust, rapport, and drive better outcomes in business development. It’s not the only path, but it’s one that’s often overlooked. Should sales teams rethink career progression?