Hiring a Top 10% Enterprise Account Executive that Actually Fits Your Business

In the current fast-paced and competitive world of enterprise sales, hiring the right sales representatives can be a game-changer for your organization's growth and success. Just like hiring your right VP of Sales, selecting the perfect Enterprise Sales Rep is a delicate and nuanced process, with substantial room for error. Making the right choice can lead to accelerated growth, better alignment with your Ideal Customer Profiles (ICPs), and a significant boosts in revenue & valuation for your business. However, a wrong hire can send your business off-course, wasting precious time and resources. 

Today's market is still highly competitive, despite what many may think - where top enterprise sales talent, that actually gets large deals done, is in high demand. Speed is of the essence if you want to secure someone for your team. You need to be both diligent and swift to land the best candidates on the market, ideally within a few weeks timeframe.

While every hiring process should be tailored to your organization's unique needs, there are some key criteria that every CEO, CRO, and Sales Leader should consider when looking to hire a top-tier Enterprise Sales Executive. 

1. Product/Market Compatibility

A successful Enterprise Sales Rep must understand your product and your target market intimately. Have they sold into the same or similar markets before? Do they know the buyer persona, sales cycles, and procurement challenges? Do they understand crucial pain points, buying signals, and value propositions in a certain industry?

Hiring someone familiar with your market can significantly expedite the process of positioning the value of your product and understanding your customers' needs.

This is one of the many reasons companies often hire from their direct competitors. It's the quickest path to gaining insights into your clients, where to find them, how to speak their language, understanding the technology, and effectively presenting your unique value proposition in their sales efforts. The more you deviate from this path, the longer it will take for a new hire to become an expert in your field and the small chance of success you have.

2. Financial Results (Quota/Revenue Growth)

One of the most critical aspects of evaluating a potential Enterprise Sales Rep is their quantifiable track record of success. What quantifiable results have they achieved in previous roles? Specifically, what actions led to increased revenue? Look for candidates who can confidently put a dollar figure on the impact they've had on previous businesses. The beauty of hiring experienced salespeople is that it's exceptionally clear who delivered results and who didn't (if they can't say they did clearly, then they likely didn't).

The numbers you should expect to see will depend on your/their business's stage, market segmentation, customer base, product, and other factors. However, you should have a clear idea of what you want to achieve in the next 12-24 months and aim to align with candidates who can help you reach those goals.

3. Selling Methodologies

Before making any hiring decisions, evaluate the candidate's selling methodologies. What types of selling processes have they led (MEDDIC, MEDDPICC, Value Selling, SPIN, Gap, Sandler, etc)? How does it align with how your business currently sells, and more importantly, how you want to sell in the future? How does it align with the type of product they will potentially bring to market?

The stage of your business matters when assessing selling skills as well. Are you looking for someone to introduce new processes and structures that never existed before? Or do you need someone to improve and grow your existing team and selling style? A candidate's ability to adapt to your specific needs is crucial.

Here are my Qualification Questions in every EAE interview:

• What type of products have you sold and what value did they bring to your buyers?

• Who were the key buyers in your sales cycle?

• What market segmentation (size of company) did you focus on?

• What territory/geography have you sold and focused on?

• Industry/Vertical Focus?

• Named Accounts? Existing Clients vs Net-New break down?

• Prospecting Experience & Lead Generation? Marketing or SDR support? 

• Average Deal Size (ARR, TCV)? Largest Deals? 

• Average Sales Cycle Time?

• Key Logos you've sold?

• Selling style and methodologies? Trainings you've had on this?

As you embark on your search for a top-tier Enterprise Sales Rep, it's crucial to know and define your success criteria in advance. Using these three key points as benchmarks, you'll be better equipped to identify the right fit for your business swiftly and smoothly. While there are additional qualifiers and nuances in making a successful hire, these criteria will help ensure that you not only find a good sales representative but one that's perfect for your business.

In the competitive landscape of enterprise sales, a well-chosen representative can be the key to unlocking your company's growth potential. Make your selection wisely, and the rewards will be substantial.