“Research who you are interviewing with.” – Prateek Mathur in today’s Tip 806
How do you differentiate your best sales hires?
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Scott Ingram: You’re listening to the Daily Sales Tips podcast and I’m your host, Scott Ingram. Today’s tip comes from Prateek Mathur. After leading global sales teams for the last 17 years, Prateek now focuses on helping new sales managers lead smarter, sell more, and grow their careers. Here he is:
Prateek Mathur: Here are four common traits I have seen that I’ve differentiated my best sales hires.
- Research. Just as you would do for your prospect. Research who you are interviewing with. My best sales hire research my organization, they’ve reviewed glassdoor. Read the last few companies and my personal posts on LinkedIn and research their prospect, which in this case is me as the interviewer.
- They can tell a story. Sales is all about storytelling and these hires could clearly articulate a deal that they were the proudest of. Now, not just how large the deal was, the company they sold to, but how they ran their sales cycle from identifying the prospect, to running a cadence, having a discovery call, running a demo, overcoming internal and external obstacles to actually solving a problem for their prospects.
- Their value-added. Based on the story, they could articulate how they would add value, not just by exceeding quota, but by actually adding value to the team, but the skills they bring to the organization and to me as the hiring manager.
- They always have questions. They conduct an interview, just like a discovery call, and try to understand more about the team, the role, the organization, and me to make a decision that is beneficial for the longterm.
Scott Ingram: To connect with Prateek on LinkedIn and to learn more about his Manager Enablement program, just click over to DailySales.Tips/806
Once you’ve done that, be sure to come back tomorrow for another great sales tip. Thanks for listening!