7 Biggest Mistakes When Hiring Salespeople

What are the most common mistakes?

We attack symptoms first...not problems

We just need more activity...

Don’t worry, we’ll just get someone with...

The Advanced Hiring Mistakes

You hire people who are used to...

Having….

A Sales Playbook

We select the wrong type of salespeople...

We choose coin operators instead of...

Partner Salespeople

What’s the difference?

Coin Operators vs. Partner Salespeople

What do they need?● A Sales Playbook● A 5-person marketing team● A Marketing spend of £500K+● Existing Competition

Where do they thrive?● Competitive industries● A corporate company which is

at least 7+ years old● When you say your company

name, they know who you are.

What do they need?● A solution that solves a real problem● A commercially-minded product team● A supportive founder● A sense of company realism

Where do they thrive?● Sub £2million startups● A company with a few anchor

customers● Undefined value proposition● Won over early adopters but not yet

true product/market fit.

Swapping This...

For this...

Every role counts in a startup….

Structured v Unstructured Environments!

Buyer Type A vs. Buyer Type B

Buyer Type A vs. Buyer Type B

BIG DIFFERENCE!

To Recap…

7 Biggest Mistakes

1. You hire to solve symptoms not problems2. You believe just more activity = results3. You deviate to experience first4. You hire people that expect a playbook5. You hire coin operators NOT partner sales6. You expect transitioning to unstructured is easy7. Hire people with the wrong buyer experience.

A bit about me…JAMES KER-REIDInterviewed over 1000+ sales candidates

…I’ve also been the top performer and the worst performer in the same year!

Awarded ‘Top 10 SaaS Sales Leader Of The Year’ and written an Amazon bestselling book on Sales.

Experienced a MBO and a startup acquisition for $500 million

Advised over 40 Seed and Series A B2B SaaS companies in the last 2 years.

If You Want To Find Out ‘The New Way’

Drop us note at...www.salesforstartups.co.uk