Three root-level attributes: Capable, Willing, and Prepared, are a good starting point to every sales candidate vetting process.
You must determine with certainty that a prospective candidate is:
— capable of doing the sales work (ALL of the sales work) necessary to hit first year goals
— willing to do each of the hardest, most tedious, and least immediately rewarding sales tasks necessary for success
— prepared to meet the challenge, make the time, be present, pay the price, and build the pipeline
There are many approaches, but there is only one way to succeed in a pro-grade sales role- Do the work.
I’ll be writing more on this topic in the year ahead.