Jose Garcia Arevalo

Senior Growth Manager at Insense Pro

How to hire Full Sales cycle sales Manager?

Hi there!

I work for a B2B SaaS in the marketing niche. I oversee and lead the a team of 3 people and we want to recruit 3 more profiles.

The profile requires them to spend 80% of the their time as AE, but they do have to find leads in case marketing doesn't bring enough pipeline.

Honestly, most of the times I feel HR brings very unqualified profiles, but I wanna hear your inputs:

What are the key things you look for when recruiting AE?
What are the questions you ask that makes you understand they are a good fit or not?
Do you send them a case study? What are the things you usually asked them to do?

👥 Hiring

7 comments

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HVACexpert

Politicker

sales engineer

Ask for past performance, territory size, average deal size, close rate, etc. ask if they have done both AE and lead gen at the same time, or cradle-to-grave selling. Ask about their feelings on culture, how they handle confrontation. Put them in front of your other sales people to get their opinions

CuriousFox

WR Officer

🦊

This is an excellent list.

Senior Growth Manager

Amazing! This is great insights will make sure to use it!

Pachacuti

Politicker

They call me Daddy, Sales Daddy

You should be very blunt in the JD that the person needs to know how to prospect. And then ask them questions about prospecting in the interview.

oldcloser

Arsonist

💀

Here's one from left field. Prospect broadcast media. Guarantee you there are a shitload of iHeartMedia that would jump to pure tech. They've all got new tech chops but old ingrained prospecting skills. Broadcast people hunt. They've had to hunt hard for years.

Senior Growth Manager

Amazing tip!

Maximas

Tycoon

Senior Sales Executive

For AE, it's somehow recommended to select people with more experience since it's not a sales entry level role and for questions to me ,they need to be mainly involving how to handle prospects various rejections .
Finally, for case study it's optional ,as you could simply put the applicants in a sit for a hesitant prospects for instance and see how they would interact with em to get the deal done!

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Jose Garcia Arevalo

How to hire Full Sales cycle sales Manager?

7 comments

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