Developing Your Sales Career

My favorite sales interview question is meant to figure out if a sales rep has really run complex deals regularly.  I ask them to name their top 3 large and complex deals they've closed.  Then I ask

I have 2 questions that I love to ask to guage self-awareness. 1. The first is simply - What is the 1 thing that you think you could really improve on or do better? 2. The second - Tell me about a t

One of our company’s core values is having the courage to be vulnerable. This behavior is key to being successful at Culture Amp and within a sales role. In order to better understand someone’s abilit

One of my favorite sales interview questions to ask is "Tell me about a time something did not go according to plan in your personal or professional life. What happened and what would you do different

LIke most professions, you can not lead a team well if you haven't done the job yourself.  Must Haves :  You should have been a quota carrying sales rep for at least 3 to 5 years before you can trans

People's definition of 'hard skills' may differ depending on where they work, what the sales organization makeup is, and what product/platform they are selling. In my experience, the 'gold standard' s

To be an effective sales leader, you must have strong communication skills and be driven by data and process. Strong communication, especially a coach-like mindset, is extremely important in terms of

The most successful AEs that I've worked with have a long list of key attributes that set them apart from the rest. These attributes include  responsiveness curiosity resilience authenticity collabor

Being in sales, we experience challenges on a daily basis. One of the bigger frustrations is having a great quarter or year and then seeing the dial goes back to zero, knowing you need to start all ov

I am a firm believer of meritocracy. So when it comes to pay raise especially in sales roles it should be very black and white for a sales rep to determine when would they qualify for a pay raise.  It

When determining whether someone should receive a pay increase, it's important to ask three key questions.  1.) Is the rep displaying the golden side of our values and behaviors?  2.) Did the rep achi

In today's world it is relatively quite easy to make a very well informed decision when assessing a new role in a different company.  These are some of the things I look at and advise my mentees to do

The biggest reality of sales is that you are as good as your current quarter.  No matter how well you may have done in the previous quarter, the meter comes back to zero at the beginning of the new qu

My mantra on career advanement has been always around doing the role before you get the title. I have always asked my manager that apart from delivering on my targets what more can I do for him/her. 

I stronly believe that sales people are one of the most likely people to get to the highest position in any business right upto the role of a CEO. In fact, many CEOs in global companies either come fr