3 Qualities to Look for When Hiring an Account Executive

By Joe Culotta, President, Inside Sales Staff

Hiring the right Account Executive Rep is important as these individuals directly impact pipeline and revenue growth. Here is what to look for when hiring:

1. SOCIAL CALIBRATION

An individual who does not possess tact, social intelligence, and good listening skills will struggle to close deals especially at the C-Suite level.

2. EXPERTISE

A Harvard Business Review study indicated that the number one reason people buy from a salesperson is because of their expertise in a particular domain. Potential customers need to trust who they are dealing with and AEs who function as advisors will outsell another AE with little or no expertise.

3. CONSISTENCY

AEs who change jobs every year are not worth the disruption to sales projections they cause when they leave. Look for at least two years of experience at any given role when hiring an AE.