In the ever-evolving landscape of the business world, a unique breed of salespeople exists. These individuals possess what appears to be an extraordinary superpower. No, it’s not about capes or soaring through the skies; instead, it’s the remarkable ability to identify an employer that has its act together. These sales virtuosos possess an uncanny knack for pinpointing organizations with a clear sales strategy and a proven selling playbook.
The Pivotal Role of the Selling Environment
For those blessed with the gift of selling, the road to greatness is closely linked to the selling environment cultivated by their employer. Often, I’m tasked with assessing sales executives within struggling sales organizations. Surprisingly, many of the salespeople in these settings brim with untapped potential. So, what prevents them from reaching their full potential? The answer, as I often convey to CEOs, resides in the absence of an environment conducive to success. The remedy? Retain your sales force and undertake a comprehensive overhaul of the sales organization.
The superpower of exceptional salespeople lies in their ability to identify companies that can clearly communicate a winning sales strategy. Salespeople are not tasked with translating sales strategy into tactical playbooks; their strength lies in interactions with potential customers. They seek environments conducive to their success. By asking probing questions, they gain a deeper understanding of the sales landscape and whether it aligns with their expertise and aspirations.
For organizations seeking top-notch sales talent, it’s crucial to recognize that these questions reflect a commitment to excellence, not reluctance or excuses. Embracing these inquiries and creating a sales environment for success is the key to attracting and retaining exceptional sales professionals.
Key Questions a Savvy Salesperson Asks Before Taking a Job
Exceptional salespeople possess the foresight to ask critical questions before committing to a new job. These questions aren’t meant to create excuses or expose apprehension; rather, they serve as a means of understanding the selling environment in which they’ll be working. Some of the essential queries include:
- What Sets Your Product Apart?: They seek to understand if the hiring authority can formulate a compelling pitch because a failure to do so might be a disconnect in the sales strategy. They’ll likely ask others in the company the same question to compare answers.
- Sales Team Success: They inquire about the sales team’s track record—how many members consistently met their quotas in the past two years, and are they accessible for discussions on achieving their numbers?
- New vs. Existing Clients: They analyze the composition of quota achievements, distinguishing between new client acquisitions and expansions within existing client relationships. A significant focus on expansion sales could raise concerns.
- Lead Generation: They aim to grasp the volume of inbound leads generated monthly and whether they’ll be solely responsible for prospecting new opportunities.
- Inbound vs. Outbound: They investigate the proportion of deals and revenue derived from inbound leads versus outbound efforts.
- Prospecting Metrics: They ask about the expected prospecting-to-selling time ratio and other prospecting metrics needed for success.
- Sales Playbook: They request a walkthrough of a successful sales process detailing the cadence and steps involved.
It’s crucial to note that these questions are not intended to create discomfort or excuses but to gather insights into the sales environment. Exceptional salespeople understand their strengths lie in sales interactions with potential customers and want to spend more of their time selling. They seek companies that can foster their talents and provide the foundation they need for success.
