Most contractors hire a business developer on one trait. Then they wait a year to find out it didn't work.

Neal Glatt is a sales and leadership coach who helps companies hire and develop salespeople. He explains what to test before you make the offer, and how to know within six months whether a new BD hire will pan out.

Takeaways:

- Industry experience alone is a poor reason to hire a salesperson. Neal's assessment looks at more than 220 data points

- If you can't write your sales process on one page as stages and steps, you have a process problem

- Build your process from the best sale you ever made

- Get involved six months to a year before the RFP goes out

- Ask who besides the person in front of you is involved in the final decision

- Run a five-minute phone screen and watch what the candidate does when you cut them off

Connect with Neal Glatt:

LinkedIn: https://www.linkedin.com/in/nealglatt

Website: https://nealglatt.com

Cassidy Gutter on LinkedIn: https://www.linkedin.com/in/cassidy-gutter-4a007822a

The Shift Leadership Course: https://theshift.constructiongenius.com