“If you’re looking to get hired in sales, know your process.” – Chris McNeill in today’s Tip 1298
Do you know your process?
Join the conversation below and go check out the links!
1284: How to Get Hired in Sales (Part 1)
1285: How to Get Hired in Sales (Part 2)
1291: How to Get Hired in Sales (Part 3)
1292: How to Get Hired in Sales (Part 4)
Chris McNeill on Sales Success Stories Interview
Chris McNeill on LinkedIn
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today we continue Chris McNeill’s multi-part series on How to Get Hired in Sales. Chris is a long-time contributor to the Sales Success Community and serves as a Director of Sales at Infinite Convergence Solutions. Here he is:
Chris McNeill: Hey there Sales Success Community. Chris McNeill, again. Thanks to everybody last week that pinged me over on LinkedIn. I appreciate hearing from you, especially with feedback about my tips. So you probably have heard this already, but I’ve been involved in some recruiting efforts, and this weekend I’ve got two more tips focused on helping folks get hired in sales. Hopefully, this will help some of you. Either way, be sure to let me know by pinging me on LinkedIn. Today is tip number five out of ten, so make sure you track down the rest of the tips over at Top1.fm, look for the Daily Sales Tips section.
So today’s tip is, know your process. I’m usually hiring established sellers, not first-timers, and I’m looking for people that think strategically about what they do and how they do it. Why? Because it will help me contextualize someone’s ability to execute in our environment, and it helps to ensure that every prospect will have a consistent experience. It also shows that people can think beyond their next phone call or the next deal that’s in front of them. And they’re always looking for ways to optimize, excel or otherwise get more return on their own investment in time and energy. I generally like those things.
New sellers generally follow whatever process is established by their employers. More experienced sellers might have their own process or have made some revisions to what their employers taught them. Either situation is correct. The only wrong answer to the process question is not to have one, that throws up all kinds of red flags for me.
If you need some pointers, think about these questions how do you break down a territory? How do you prioritize your account list or prospect list? How and when do you prospect? What’s the sales motion at your current company? What are the stages of the sales cycle that you engage in? What’s the desired outcome for each stage? And who are you typically engaging with inside and outside of your own company? Where are most of your deals breaking down in the sales process? And why do you think that is?
That’s a lot of questions, but they are designed to help you think strategically about what you do and what your process is. So that’s today’s tip. If you’re looking to get hired in sales, know your process. Thanks, everybody.
Scott Ingram: For a link to get connected with Chris, just click over to DailySales.Tips/1298. Once you’ve done that, be sure to come back tomorrow for the next installment in Chris’ series. Thanks for listening!