5 factors to consider in the sales hiring process for B2B startups

The Q4 of 2022 saw some of the most significant layoffs that have ever taken place. More than 50,000 people were laid off in the Tech Industry, stating different reasons. However, this layoff season can be a potential talent hunt for B2B startups. As there is a vast candidate pool of unemployed professionals, companies will be able to find suitable people that match their needs.?

As a startup, money management should be one of your top priorities. You would be searching for ways to optimize the hiring expenses. You must consider many factors while hiring the right sales professionals to avoid wrong decisions that can leak money. Here are the top 5 you should take advantage of.

Industry Knowledge

A LinkedIn survey projected that dedicated B2B sales professionals are 3 times more likely to be aware of their customer’s industry than average marketers.?

Say a sales professional works for a company that sells Project Management Software. How will access to the relevant information help? The salesperson will know the specific challenges that marketing agencies face when managing projects. Then, they can provide reasonable solutions and tools that will clear the root of the agency’s problems.

Digital Channels

Sending newsletters and frequent calls to customers are the practices of the past. 66% of sales leaders rate digital interaction channels as more critical. Now, every single person in the market has multiple social media accounts.?

Salespeople who use social media applications for their prospecting are more likely to attract customers. Why? Because they can connect and engage with a vast pool of potential clients. Furthermore, communication is done much faster than phone calls and emails.?

AI and Market Analytics

50% of B2B salespeople use analytics to measure ROI and success. Analytics employs digital tools to assess data, find patterns and issues and generate solutions. Moreover, it was found that sales marketers who incorporated AI and Analytics tools into their work had faster and more effective decision-making.

Similarly, client retention and customer satisfaction were boosted exponentially by 46% and 44%, respectively! (Source: Financesonline)

Account Management

Account Management, also known as the Customer Experience, is a crucial element you must consider while hiring salespeople. A McKinsey & Company report showed that organizations could generate 5% to 10% more revenue if they increased their focus on developing the customer experience.?

This involves managing the ongoing relationship with a customer and ensuring that their needs are met. This can involve ongoing support, troubleshooting issues, and upselling additional products or services.

Sales Experience

Adequate Sales Experience is needed to look for while hiring people in B2B. If candidates have relevant experience, they are aware of the complete process. That is, from generating leads, connecting with prospects, and closing the deal. Furthermore, it will help them identify and address the objections that may arise from clients and potential customers.?

Final Thoughts

Even though there are many other factors you can consider while hiring candidates for B2B startups, considering these five factors you read above will allow you to set a standard. This will make your hiring process more streamlined.?

Do you find it overwhelming to find the right salesperson for your startup? Get in touch for a detailed professional consultation to end your search!?