👾 Masha S.’s Post

This is what a group of 50 of the HIGHEST performing sales people look like on a HireBus BEHAVIORAL CHART. 🤯 Here's the top sales insights we've found after recruiting and analyzing THOUSANDS of these types of roles. (Read this then look at the chart below) 👀 1️⃣ Great salespeople are not easy to manage. As a sales manager, it takes tenacity and you have to hold sales teams to the proven system and the proven activities. Why? Because great salespeople are higher in dominance, aggression and in criticality. They are usually lower in self control (they spend their checks as fast as they make them). They are more impulsive. Can you spot these behaviors on the chart? (Pro, Agg, S-Cn, CY) Look at the grouping... 2️⃣ These roles can be high turnover roles. Aside from behaviors at play here - people may like the idea of sales, but lack the skillset to perform well. Training systems and keeping your hiring pipeline ALWAYS open for sales people is key. 🫠 3️⃣ A commissioned sales person in your business costs you NOTHING. Worried you can't afford to pay them? Raise your prices by 10% and get over it. 🫢 4️⃣ "One racehorse in the stable can make all the horses run faster". A critical part to a sales function is getting the spirit of competition going. 🐎 Getting a killer that comes in and performs at a high level often makes everyone else step up their game because they realize it's possible. Ever have a salesperson constantly tell you your prices are too high? 🙄 That greatly goes down when you get someone who consistently closes at high prices. Looking for a great salesperson? We'll help you hire one. Or 10. Or 100. We have the capacity, the tech and the skillset to get you the top 3% of talent on autopilot. 🙌 Happy hunting! 🔥

Yesterday I spoke to a candidate who made a sale to someone who called their office but had called the wrong number and was actually looking for another business 🤯 How is that for being a good sales person! What is it exactly that makes a great sales person? Gone are the days of pushy sales and sales is very much a game of trust. Here are a few of the skills I look for that elevates someone from good to excellent: 🎯Empathy Top salespeople don’t just push products—they listen, understand, and genuinely care about their clients’ needs. They know how to step into the client’s shoes, which builds trust and creates lasting relationships. 🎯Adaptability Every client, market, and situation is different. Someone skilled in sales can read the room, adjust their approach accordingly 🎯Persistence Rejections are part of the process, but what sets the best apart is resilience. They’re driven to keep following up, refining their pitch, and learning from every “no” to improve for the next interaction. The fortune is in the follow up as they say… 🎯Product Knowledge A great salesperson knows their product inside out, allowing them to answer questions with confidence and guide clients to the best solution. Knowledge is power, and customers can sense when it’s lacking and it impacts trust. 🎯 Target Driven Sales is a results game. Those who consistently succeed are the ones who set clear, achievable goals, track their progress, and hold themselves accountable. They’re always chasing that next milestone. I speak to successful sales people every week and it is very easy to see which ones are the ones who will make it. Are you looking to make your next sales hire? I’m working with some excellent candidates at senior level, predominantly in tech, ready for their next move. Let me know if you want to hear from them, or if you just need a bit of advice on how to hire sales people well.

Sales people, would love your thoughts on this: In my experience, hiring the right salesperson can mean many different things for many different companies. 🕵♂️ Sometimes you might want a real hard hitting, not nervous about the phone, build out new relationships from scratch. Other times you need to deal with an influx of inbound enquiries, work a hundred hours a day to fulfill them or lose them. 👨💻 I have learned over the years that both can be just as tough as each other in their own way. You might think that having too many leads for your sales role is the best thing since sliced bread but then you have the serious job to really hone in on your organisational skills. What are your thoughts? Which would you prefer?

Being in sales can be tough. Sales people face a lot of rejection and it takes a resilient individual to keep their head in the game. Here's the thing...hearing a "no" today doesn't mean "no" tomorrow. Sales people who play the long game understand this. Prospects who are happy with their current provider can change their minds and by keeping in touch in a relevant and thoughtful way, you are there for them when they need you. Not every prospect is a fit and some prospects need to experience other services to appreciate what you bring to the table. I haven't won every piece of business I've gone after; and sometimes it's been for the better. Remember in sales and in life: “Luck Is What Happens When Preparation Meets Opportunity". Happy prospecting this week!

Top 1%er sales person belief The Sales Profession is a choice not the left over option. The art of professional selling is so far removed from what we get to experience on a daily basis when living our lives and interacting with so called "sales people" One can have a first aid kit at home to take care of a few incidents but this does not qualify one to be a doctor. So too in sales. Most sales people have a very surface level understanding of this profession. It is not just a job. Those who choose to see it as a career choice not just a stepping stone, are prepared to pay the price of improving their ... MINDSET SKILLSET TOOLSET This is what it takes to truely help and serve people at the highest level. As a result they earn a lot. A LOT !!!

The biggest lesson I think you can take from a job in tech sales: The art of taking action regardless of rejection A lot of people go through life and everyday decline things that will make them grow Why ? Because they fear failure/rejection In tech sales These two things (Failure/Rejection) are the things you must embrace To become a good sales rep You must embrace the two Enter into uncomfortable situations Uncomfortable conversations Be willing to be hit with 100 rejections before getting 1 opening This is a skill that is people take into their everyday life Will allow them to explore and completely new side of themselves And make ALOT of PROGRESS in whatever they desire to pursue. So to everyone especially the sales reps Next time you want to do something Or say something Or go somewhere But you are haulted by the fear of Failure Rejection GO FOR IT Because as every sales rep says “The worst that can happen is they say no” What’s the biggest lesson you think you can take from sales ?💭

Look at the verifiably massive houses in my neighborhood… owners and sales. Most vets I talk to think sales and their mind goes right to the used car lot. Strategy? Finance? No way could those have any place in a sales person’s life. So they are normally pretty incredulous when they discover what a sales cycle actually means and the attendant salary and commission that comes along with a mastery of said cycle. Becoming a killer sales rep requires having a consultant skillset as much as a sales skillset. One of the best sales people I’ve met talked about how for most of his clients, he knows their 10K (he sells to public enterprise clients) as intricately as the company’s CFO and the operations as deeply as the EVP of Ops. This reps sales cycle takes 3-6 months of frequent meetings and consultations and while his MBA didn’t help him land the job, he cites it as extremely helpful executing within the role. And if you ever want to start a company, your job the first several years will more sales than anything else. Nothing happens until you pull money in. The catch to all of this? You’ve got an extremely tight quota and if you don’t hit, you’re out of a job pretty quickly. For some, that sort of extremely objective pefromance standard is great and fuels their competitiveness. For others it’s the ultimate Sunday scary and can feel like it will crush your soul. Either way, vets are well served at least looking into sales as a career.

Sales opportunities can appear any time: during a casual conversation, after you meet someone new, or while working on one project and not even thinking about the next. These sales where you don’t “officially” have to sell, but you see an opportunity to sell, are what I call “Hey, by the way” sales. Train yourself to listen for them. Train yourself to follow up with questions. Train yourself to quickly respond with potential solutions and information. Remember, there's nothing impromptu about successful selling. So, why leave it to chance? I plan for the sales that I will make every day, even the ones that spring from unexpected opportunities. I think about the encounters I could have and how I want them to go. I anticipate the opportunities that might come my way and I prepare for how I will handle them. Its all about having a plan and you will sell so much more once you have yours.

One vital skill you can learn to be more successful in sales. See if this sounds familiar: Someone is talking, and you’re thinking about what you want to say. You’re not listening; you’re waiting for your turn to speak. Why does this happen? Your brain is on autopilot. You have a thought and react. The problem? When you are thinking about what to say next, you aren’t fully present in the moment. People can feel when you’re not listening. Yes, it’s a feeling. People won’t trust what you recommend if they don’t feel understood. The muscle to work is to be aware of your thoughts without judgment. In other words, thinking about your thinking. You can practice by observing your thoughts during the day. Play a game of how many times you can observe your thoughts. If you notice you’re lost in thought, you’re no longer lost. You’re the watcher. With practice, you create a gap. In the gap, you can decide how or if you want to respond. When you catch yourself wanting to talk, be curious. Ask a question. Prospect: “AEs don’t pick up the phone.” You: “What’s your theory on why that is?” Prospect: “I think that feature would be helpful.” You: “How so?” Being a watcher of thoughts is a good skill to master.

𝐐𝐮𝐚𝐥𝐢𝐭𝐢𝐞𝐬 𝐨𝐟 𝐚 𝐛𝐞𝐬𝐭 𝐬𝐚𝐥𝐞𝐬 𝐩𝐞𝐫𝐬𝐨𝐧 𝟏. 𝐭𝐡𝐞 𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐚𝐟𝐟𝐞𝐜𝐭 𝐭𝐡𝐞𝐢𝐫 𝐨𝐰𝐧 𝐞𝐦𝐨𝐭𝐢𝐨𝐧𝐚𝐥 𝐬𝐭𝐚𝐭𝐞 Selling is transferring of emotion and if you are angry or frustrated, you are gonna treat the prospect harshly. Most Importantly It is gonna effect your personal and financial life. 𝟐. 𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐦𝐚𝐧𝐚𝐠𝐞 𝐭𝐡𝐞 𝐜𝐮𝐬𝐭𝐨𝐦𝐞𝐫’𝐬 𝐬𝐭𝐚𝐭𝐞 This ability helps us change the prospect’s discomfort or fear into excitement or comfortability. For this we have to be prepared before approaching a prospect. Fancy words aren’t gonna You have to sound like an expert to build trust. 𝟑. 𝐰𝐡𝐞𝐧 𝐭𝐡𝐞 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧 𝐚𝐫𝐢𝐬𝐞𝐬, 𝐲𝐨𝐮 𝐬𝐡𝐨𝐮𝐥𝐝 𝐭𝐡𝐢𝐧𝐤 𝐩𝐨𝐬𝐢𝐭𝐢𝐯𝐞𝐥𝐲 𝐭𝐨𝐰𝐚𝐫𝐝𝐬 𝐢𝐭 Think that now you have a chance to show them new possibilities. 𝟒. 𝐞𝐟𝐟𝐞𝐜𝐭𝐢𝐯𝐞 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭𝐢𝐧𝐠 Have fun and do effective communication during the process of selling. 𝟓. 𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐛𝐮𝐢𝐥𝐝 𝐭𝐫𝐮𝐬𝐭 𝟔. 𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐜𝐫𝐞𝐚𝐭𝐞 𝐭𝐡𝐞 𝐢𝐧𝐭𝐞𝐫𝐞𝐬𝐭 (that lasts not in the initial moments but lasts throughout the presentation). Create such interest, they want to listen you throughout the conversation till the end. Don’t start the presentation before building interest. 𝟕. 𝐭𝐡𝐞 𝐚𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐪𝐮𝐚𝐥𝐢𝐟𝐲 𝐭𝐡𝐞 𝐩𝐫𝐨𝐬𝐩𝐞𝐜𝐭 (𝐥𝐨𝐨𝐤 𝐟𝐨𝐫 𝐭𝐡𝐞𝐢𝐫 𝐞𝐦𝐨𝐭𝐢𝐨𝐧𝐚𝐥 𝐫𝐞𝐚𝐬𝐨𝐧𝐬 𝐭𝐨 𝐛𝐮𝐲 𝐫𝐢𝐠𝐡𝐭 𝐧𝐨𝐰). During qualifying, don’t look for if they have money or not, look for the core emotion that drives the person that they want more than anything in life. And then teach them how to get that need met through your product. 𝟖. 𝐀𝐛𝐢𝐥𝐢𝐭𝐲 𝐭𝐨 𝐚𝐬𝐤 𝐚 𝐪𝐮𝐞𝐬𝐭𝐢𝐨𝐧 𝐢𝐧 𝐫𝐞𝐩𝐥𝐲 𝐨𝐟 𝐚𝐧 𝐨𝐛𝐣𝐞𝐜𝐭𝐢𝐨𝐧.