1. Do you need "transactional" selling (lots of small deals), or more "consultative/solution" selling.
2. How important is domain expertise for you? Do you need someone with an existing rolodex or will you supply the leads?
3. How much risk are you expecting the salesperson to take? How much will be base compensation and how much will be commission driven?
4. Are you looking for someone with demonstrated experience, or will someone more junior work?
We've experimented with variations on all of the above to find the right "pattern" for us (in terms of what works and what doesn't).
1. Do you need "transactional" selling (lots of small deals), or more "consultative/solution" selling.
2. How important is domain expertise for you? Do you need someone with an existing rolodex or will you supply the leads?
3. How much risk are you expecting the salesperson to take? How much will be base compensation and how much will be commission driven?
4. Are you looking for someone with demonstrated experience, or will someone more junior work?
We've experimented with variations on all of the above to find the right "pattern" for us (in terms of what works and what doesn't).