Sales

How to Hire the Right Hunter

To become better at hiring the right hunters you will need to know a few key secrets. A spot on job description focusing on pinpointing sellers who are intuitively great and experienced at initiating

In my 16 years running a company of for-hire senior level Door Openers®, we’ve learned a thing or two about hiring the right salespeople. Most business owners and sales VPs know the difference between hunters and farmers.  What they don’t know is that not all hunters were created equally.  Some are great at going on meetings and closing sales while others are great at opening doors.  In my experience, few are great at both. If your company needs one and interviews for the other the result can be an expensive mis-hire.  This explains why so many hunters fail in new sales roles…they weren’t the right kind of hunter for the job. 

To become better at hiring the right kind of hunter you will need to know a few key secrets.  A spot on job description focusing on pinpointing sellers who are intuitively great and experienced at initiating relationships as well as asking strategic interview questions are the ticket.  A few key questions to ask include:    

  • Tell me about a time you grew a territory from scratch.  What challenges did you face and how did you succeed?
  • What’s your approach to starting relationships with new prospects? How do you engage them in conversation and pique curiosity?
  • What do you love about sales?
  • If a prospect's assistant blocked you from a decision maker what would you do?
  • If a prospect says, “I am going to continue to work with my current vendor, thanks anyway,” what do you do next?
  • If a prospect has not responded to you via email or voicemail after 5-6 touch points, how do you get in anyway?
  • When do you give up on a prospect?

Including these questions (and knowing what to listen for) will help you be more successful in hiring the right hunters.  With the right sellers on board, success is inevitable.

Culture Renovation Course 2022
Caryn Kopp

Caryn Kopp

Caryn is the Chief Door Opener® at Kopp Consulting whose Door Opener®Service has helped thousands of business owners and sales people secure initial meetings with high level decision makers in almost every major Fortune 100 and 500 company including P G, Pfizer, GE, Merck, Verizon, AT T, Time Warner, Kraft, Target, CBS and the list goes on and on. Caryn Kopp has been dubbed the Chief Door Opener® because she gets her clients “in the door” with their prospects. Too often the process of opening new prospect doors receives minimal attention by business owners and sales people in terms of time spent, consistency and touch point strategy – three critical elements for prospecting success. Have you ever heard someone say: “When I’m in front of the right decision maker I close the sale most of the time, I just can’t get in front of enough of the right people.”? Caryn and her team at Kopp Consulting help Business Owners and Salespeople accelerate sales success by having senior level Door Openers® find the right opportunities and secure initial meetings. Caryn is a nationally recognized speaker and an expert in business development. Caryn has been interviewed on TheWall Street Journal MorningRadio Show. Her articles have been published in India’s The Economic Times.

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