{"id":1672,"date":"2010-10-14T12:11:32","date_gmt":"2010-10-14T19:11:32","guid":{"rendered":"https:\/\/www.peaksalesrecruiting.comblog\/what-to-look-for-in-a-great-enterprise-salesperson\/"},"modified":"2015-07-07T19:44:56","modified_gmt":"2015-07-07T19:44:56","slug":"what-to-look-for-in-a-great-enterprise-salesperson","status":"publish","type":"post","link":"https:\/\/www.peaksalesrecruiting.com\/blog\/what-to-look-for-in-a-great-enterprise-salesperson\/","title":{"rendered":"What to Look for in a Great Enterprise Salesperson"},"content":{"rendered":"

\"\"<\/h3>\n

We answered this question on LinkedIn:
\n-What are the key strengths\/skills to look for in a great enterprise salesperson; someone who can swing $100,000+ deals?<\/em><\/strong><\/h3>\n

Peak Response: <\/strong>Great question. Every company will have a slightly different set of requirements based on the unique selling environment, company culture, and whether this is an Account Manager (farmer) or Account Exec (hunter) role, but generally for an enterprise rep doing large deals ($10k deals are C-suite these days), we would normally see the following criteria, broken into three groups:<\/p>\n

1. Skills<\/strong> \u2013 Selling to C-suite, solution sales, ability to sell to multiple stakeholders, selling against P\/L, negotiating, presenting, closing<\/p>\n

2. Experience<\/strong> \u2013 Complex sales, solution sales and lots of C-suite sales experience (generally a lot of experience proving the skills mentioned in point #1). Domain experience is nice to have but usually not critical.<\/p>\n

3. DNA<\/strong> \u2013 Ambitious, resilient, persistent, competitive (for a hunter role). Relationship oriented, organized, confident (for a farmer role). Goal oriented, optimistic, smart, value added mindset and curious (for both).<\/p>\n

We didn\u2019t include other skills such as prospecting, cold calling, listening as these are either a given for sales roles, or are not desirable (ie. most companies would not want their high end enterprise reps prospecting).<\/p>\n

You can see the other responses here.
\nWhat to look for in a great enterprise sales person\u2026<\/a><\/p>\n

Photo by Bjorn Simon.<\/p>\n

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close<\/p>\n

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