Page 31 - The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million - PDFDrive.com
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[Hiring Manager] “Wow! Impressive. What metric is that rank based on?
Bookings? Attainment?”
[Candidate] “Bookings.”
[Hiring Manager] “And the rank is based on last quarter or all of last year?”
[Candidate] “All of last year.”
[Hiring Manager] “Very good. And your references will verify that
performance?”
[Candidate] “Of course.”
I am looking for top 10 percent. If the candidate falls outside of that range, the
candidate really needs to rank extremely high on the other key characteristics in
order to earn an offer letter from HubSpot.
Evaluating prior success becomes more challenging when the candidate does not
come from a reasonably sized sales organization or does not come from sales at
all. In these cases, I evaluate prior success through other activities in the
candidate's life. How did the candidate perform academically in school? What
was her class rank? What were the candidate's standardized test scores? Was the
candidate a standout performer on a varsity sports team? Was she the captain of
the team? Perhaps she contributed to a major championship? Was the candidate
involved in student government or a leader of an extracurricular organization? If
the candidate is transitioning from a nonsales background, how did the candidate
differentiate herself from her peers in her current/former role? What made her
special?
On the HubSpot team, we had an Olympic gold medalist. We had a cello player
from the Portland Symphony. We had a former comedian who was featured on
Comedy Central. These people pursued their life passions with exceptional vigor
and performed at a top percentile level. These people are likely to bring that
same passion and competitive drive to their role in sales.
Prior success: a history of top performance or remarkable achievement.
Intelligence
Intelligence: the ability to learn complex concepts quickly and communicate
those concepts in an easy-to-understand manner.
Not every sales team needs intelligent salespeople. For example, in a
