In case you’re reading this because you’re hiring for sales, and your idea of a great salesman is DJ Trump, then stop reading here. I got nothing for you.
“WTF? The dude’s clearly a genius salesman – he sold the whole country the idea that he’s who they need!”
Exactly. The only commodity Trump has ever been able to sell – himself. He is exactly the rooster you’re trying to weed out of your interview process.
Bear with me…
This may come as a surprise, But I know who your first sales rep is. I’ll introduce you shortly. You already know him/her. You see them every day.
You’re an engineer. Selling is alien to you, right? It’s the dark side. It certainly sounds like black magic when sales managers talk about it. Better hire someone who knows how to do it.
Look, it’s really not. You can do it, even if you don’t want to. And you can also manage a sales team.
One of the toughest lessons in sales, if not in business generally, is that success comes from focus, and focus really means consciously choosing NOT to pursue some things – things that look a lot like opportunities.
A Startup founder asked me today “Can you help me put some structure around our sales process, but I’m also wondering – do we even need one? since we’re intending selling through channel partners”
Um.. the answer to each of those questions could fill a book. And for that matter does fill several hundred. How long have you got?
Anyway, I thought I’d write down how I really answered, in case it’s of use for anyone else. I basically sketched out for him the key elements of a lightweight framework for a scalable B2B sales model for any SaaS startup based in a location remote from its target markets. Continue reading