Practical thinking on sales hiring, onboarding and commercial risk — written for founders who want to make better decisions, faster.
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“Consultative salesperson” sounds like a clear hiring brief until you ask what the person must do differently. Many job descriptions use the ... Read more
Writing “commission based” in a sales advert can make a role sound energetic. It does not make the role clear. For a ... Read more
A channel sales job description can sound impressive and still leave a founder with no idea what the hire will actually do. ... Read more
A business development commission structure can look sensible in a spreadsheet and still create the wrong behaviour. If a business development manager ... Read more
If you are hiring a salesperson, the difficult question is rarely whether to offer a base salary and commission. It is deciding ... Read more
A B2C sales job description can look finished while telling a good salesperson almost nothing. “Friendly, target-driven and confident” describes a personality. ... Read more
A B2B and B2C sales job description can look like a flexible way to hire. It can also hide a difficult question: ... Read more
Many founders advertise for a sales hunter when the real problem is that the commercial job is still unclear. The offer is ... Read more
A sales bonus structure can look generous on paper and still create the wrong sales behaviour. If your salesperson gets rewarded for ... Read more
An inside sales hire can look easy to define. The person works from the office or home, speaks to prospects by phone ... Read more