Weekly Roundup – Jan 25, 2019

The CloserIQ Weekly Roundup features a list of the best content we’ve been reading recently. We’ve compiled some of our favorite reads to help you advance in your sales career and build top sales teams.

Featured Article

7 Things to Look for When Hiring Sales Reps with No Experience

Things to Look for When Hiring Sales Reps with No Experience

Hiring candidates for entry-level sales positions can feel like a perilous endeavor. Most candidates lack sales experience, and that tends to make hiring managers nervous.

But while selecting inexperienced candidates may seem like a gamble, it’s not. Even if a candidate doesn’t have a sales record, there are still plenty of ways to evaluate his or her potential to sell. We recommend looking for the following positive signs: Read more >

Career + Job Advice

6 Career Mistakes to Avoid in 2019 (Maurie Backman of The Motley Fool)

“When it comes to furthering your career, the people you know are often just as important, if not more so, than the things you know. That’s why you can’t afford to neglect your business contacts, even if making time for them is challenging in its own right.”

Recruiter-Approved Answers to “Where Do You See Yourself in 5 Years?” (Caroline Forsey of Hubspot)

“When an interviewer asks you, “Where do you see yourself in five years?”, they want to know one thing — whether your goals align well with the potential career path of the role for which you’re applying. Ultimately, they want to hire a candidate who they can hire and train for the long-haul.”

Selling Strategies

5 steps to sales prospecting (for higher quality leads) in 2019 (Ryan Robinson of Close)

“Progressing naturally, sales prospecting activities tend to be much more warm than lead generation, and are directed toward efforts that are intended to convert your existing leads into paying customers.”

2 Must-Read Sales Engagement Trends for 2019 (Jake Dunlap of Skaled)

“Looking to the future, the way that we judge the effectiveness has to move toward outcomes. We’re asking our teams to perform more non-direct response activities. These are value-add activities that allow salespeople to truly engage and partner with prospects and customers.”

Hiring + Recruiting

Test The Fit: 10 Tips For Conducting New Hire Trial Periods (Young Entrepreneur Council)

“The best thing to do for a new hire with a trial period is to expose them to all the departments where they can possibly learn and grow. In that way, they will know more people in the company who will make them feel welcome, and at the same time, from there, you will gauge where they are better at.”

Social Recruiting Tips (Betterteam)

“Once you’ve got a company social media policy in place, it’s time to use the most authentic social recruiting resource tool you have – your team. Encourage them to share honestly on social media about what your workplace culture is like. Be sure to have them use the company culture hashtags you created if you followed the second tip.”

Managing Teams

Winning Sales Training Advice From a Long-Time Test Prep Instructor (Greg Mcbeth of Node.io)

“Effective sales teams are always learning. However, it takes a willing, able mentor to teach people how to not only absorb facts, but also to apply them effectively to snag and retain clients. To teach effectively, it’s important to understand how people learn and how quickly they do so.”

How To Effectively Onboard New SDR Hires (Kate LoFaso of InsightSquared)

“When SDRs are onboarded unsuccessfully, the problem propagates. Because they are at the top of the pipeline, if they are doing their job badly, AEs don’t get the leads they need. Even if they are fantastic at their job, and were beautifully onboarded, they will still be at less than peak efficiency because of stoppages further up the pipe.”

Essential Tech Reads

The Tech Economy’s Untold Story (City Journal)

“”Simply put, the geography of jobs, even high-paying ones, may be shifting, but not entirely in the ways that the mainstream narrative suggests. Overall job growth in the big urban centers—outside of Seattle, Amazon’s home base— generally has slowed.”

Tech startups tend to lose many of their employees for the same reason, and it’s completely avoidable (Business Insider)

“Tech companies are known for promoting internal mobility, allowing employees to make lateral moves onto different teams that might be better fits. It’s possible that when one person quits or joins a team, everyone else is left wondering how that will affect their day-to-day responsibilities.”

Venture capital spending hits all-time high in 2018, eclipsing dotcom bubble record (CNBC)

“Market conditions could throw a wrench in that this year. Stocks are sputtering out of the longest bull market since World War II and investors are worried about a dampening global economic picture, trade uncertainty, and a U.S. government shutdown.

Upcoming Events

Women in Sales: Journey in Sales (San Francisco)
Wednesday, February 20, 6:00 pm

We’re excited to feature panelists who have extensive experience growing their careers at high growth startups. Our discussion will focus on the challenges overcome and wins these fierce leaders have accomplished to obtain the roles they have today. RSVP >

James Meincke

James is the Head of Marketing @ Demodesk, the intelligent meeting platform for remote sales. Previously he was the Director of Marketing at CloserIQ.