Defining a Sales Role: Clarifying Questions

Preparing to hire a sales professional? This list is designed to help you clarify exactly what you’re looking for – the first step to a successful hire.

  • Inside sales or outside sales? Or a combination?
  • Account managing an existing base of business (farming) or finding net new business (hunting)?
  • Total years’ experience required?
    • Must experience be in similar product line? If not, what are some other industries where a candidate’s experience will translate well?
  • Selling a product or service? Both?
  • Selling service contracts or other longer-term contracts?
    • Responsible for renewals?
  • Average ticket value of an order?
  • Territory to cover? – Geography and/or target industries
  • How technically adept?
  • Are they selling as a team with a sales engineer (or similar) to answer the difficult questions, or are they on their own in the sales process?
  • Are they supported by an inside sales rep to create proposals, etc?
  • Work from home office?
  • Must they be local/native to the area covered?
  • Responsible for lead generation, gaining appointments, presentations, and closing the deal? What is the mix?
  • Government sales, B2B, or B2C?
  • Which CRM system is in use?
  • Annual quota?
  • Base pay range?
    • Total compensation range if meeting expectations?
  • Other benefits provided? – Car, health, etc.