From the course: How to Hire Great Salespeople
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Make the interview a sales pitch
From the course: How to Hire Great Salespeople
Make the interview a sales pitch
- I took part in a startup weekend hosted by a well-known internet search engine a while ago. We met on Friday. It was great fun. On Saturday, we worked on startup ideas and practiced our pitches. On Sunday, those pitches were honed until a point where we delivered them to some real investors. My team didn't win, but the experience reminded me of the value of pitching and why we all need to develop this skill. When you hire salespeople, remind yourself that you're making an investment decision, a very big investment decision. When you're hiring a salesperson, you're paying for their onboarding and development, for their salary, for their benefits. You're making an investment in their ability to pay for their seat at your table, to bring in clients and close deals. Let's take a salesperson on a 60,000 base salary. That number doesn't include equipment, software licenses, benefits, recruiters' fees, overheads, training, and so on. That number doesn't reflect the opportunity cost of that…
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