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Successfully Hiring Sales Leader |   News Date :

The most impactful company mistake occurs when hiring a sales leader. While selecting the best talent for all roles is challenging; identifying and on boarding a sales leader position is more fraught with error because:

  1. Most executives or entrepreneurs who are responsible for hiring a sales leader do not have a sales background. Without knowing the challenges, needs, skills needed for success in a role it is difficult to judge one candidate versus another.
  2. Different types of services, products and companies require specific sales approaches. Many times a sales person or manager is good at one type of sales but his / her skills and style may not be a match for the type of sales required by another company.
  3. A hungry sales person seeking his / her next job may be good at selling themselves – but this does not mean they really the right sales person or manager for your company.
  4. Specific expectations for the first months’ sales results are not agreed upon and/ or the sales compensation does not align with company goals.

These issues can have a significant impact on company executives and investors as illustrated by the real world case of Teckno.

Avoid the impact of these mistakes through:

  1. Deep knowledge of the sales process and the skills, experience and style required to successfully drive sales for your company.
  2. A multi-faceted candidate assessment process that leads to joint understanding of requirements, expectations and fit of the selected candidate’s skills and style with the company.
  3. Compensation, on boarding and support aligned with company and candidate’s expectations.

Learn more about Hiring a Sales Leader.

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Scalability from the Ground Up: Feb 10 Oslo Tech, Oslo, Norway

Going International – Getting it Right the First Time: Feb 25 K&L Gates San Francisco, CA

Building a Global Unicorn: Mar 17 Founders Space, San Francisco, CA


March 2-3 : Next Step joins TechnoPort to bring Sales Excellence to Nordic Technology Executive.
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Next Step Europe, based in Oslo, Norway delivers 200% growth and client results with increasing global need for commercialization, internationalization, and business transformation.
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Call Next Step on (650) 361-1902 for a complementary consultation before you embark hiring a sales leader to your business.

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