How to uncover software sales rock-stars?

Engage Infotech
Sep 7, 2018 · 2 min read

Everybody wants ‘rock star’ sales people in their organisation but how to do you find these super talents? It’s easier than you think!

Having recruited for software vendors with exceptionally high standards, like AppDynamics and Mulesoft, we know better than anyone just how high the level of expectation can be around performance.

For some companies hitting 105% of target every year is just not good enough. So numbers are a good place to start, but they certainly aren’t everything.

Someone’s numbers for the last 3 years might be exceptional but what if their targets are too low, or they are picking up the phone and saying they are from an instantly recognisable company? This is just not the same as saying you are from a unknown and going on to do a $3 million deal from scratch!

So how do you identify a Rock-Star?

You want this person to be achievement driven, someone who sees things through, digs deep, has real depth of character and will give everything they have no matter what the circumstances. So asking about achievements outside of work is a great place to start. Have they achieved anything that shows this real determination? Have they overcome a challenge or obstacle that took incredible resolve? Although this is nothing to do with work it gives you an insight in to the way they approach things, and this will apply to work too.

Coach-ability is hugely important. You can find the most talented person on the planet but if they are not open to take advice and make changes so that they can improve then talent is just not enough. With success can come arrogance and if they will not listen to others in order to develop, then they can prove difficult to manage. This is easily testable. Ask a question in the interview, give feedback, revisit the question later on. If they have amended their answer then they have listened, taken your feedback on and put it in to practice. You can also give feedback in a first interview and see how they respond to that feedback in a second interview.

It is important to find out what their motivation is. If it is purely monetary then they might not be the person you want. If their motivation is achievement, to be further challenged, to keep learning and developing, then this a good sign you have got your star.

They will give you everything they have got! Oh and make sure they make astute and considered decisions. A job hopper is an immediate red flag, no matter how good their numbers are!

We have found these exceptional profiles for technology companies all over the world so if you need any help attracting these top achievers then look no further!

Contact us: emma@engageinfotech.com

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