Hiring Sales Teams in IT Services Companies

<p>Here's what we're discussing in this episode:</p><p>Why sales are difficult for IT services companies</p><ul><li>Lack of productized offerings</li><li>Deep understanding of customer issues requires skills</li><li>Easily mismatched client needs to ability to deliver</li><li>Sales enablement</li></ul><p>When do you need a sales person?</p><p>When do you need a sales team? </p><p>What type of Sales roles should you hire</p><ul><li>Hunter</li><li>Farmer</li><li>Business development rep</li></ul><p>What’s needed to make them successful</p><ul><li>An ideal prospect profile</li><li>List of accounts to attack</li><li>Productized offering</li><li>Grinding, minding, finding</li></ul><p>If you’re going through an M&A process, should you hire?</p>