Sales · Sales Execution

How Do I Evaluate A Good Lead Sales Profressional For Digital Ad Sales?

Devin Dixon Business Developer Extraordinaire

Last updated on September 1st, 2017

I've been interviewing sales reps of all kinds. What I've come to realize is:

  1. Just because you sell in one field does not mean you can sell in another. For example, a pharmaceutical sales rep knew nothing about any digital strategies
  2. Many 'sales reps' today actually do not create their own pipeline but rely on lead generation tools to be given a list
  3. Related to point 2, many sale reps are unable to setup their own strategies and sales methodolgies

What are some good questions or vetting processes I can use to find a good sales professional that can not only sell but lead a sales team?

Steve Owens

September 1st, 2017

Very unlikely that anyone one you "hire" could develop a sales and marketing processes for a new businesses.


You need to develop this processes yourself.


Once developed, hire people to staff this processes.


Start at the top of the funnel - usually lead generation. Once you figure out how to make it work, hire a person for just this activity. Move down the funnel, figure how to do it, then hire a person for that part - so on, and so on.




Abhishek Gharami Eager to learn and explore the possibilities.

Last updated on September 1st, 2017

In my opinion one should hire a sales person who can easily understand any new concept and can explain it to anyone. Its important that the sales person should understand your product and services also he/she must be able to identify the segment where your product can be used.


And i think its better to use the sales person to sell the product. You can generate better leads than the sales person due to your wast network..


I dont know much .. it was just my opinion..have a great

Dane Madsen Organizational and Operational Strategy Consultant

September 5th, 2017

You should look for an experienced ad sales person first. This person will have success and failures in their past that assists them in developing a process for selection and training of new people. There is a significant difference in skills between selling tangible versus intangible and requires better skills about communicating value versus cost. You need to have a person that has proven sales to your market (agency/direct/SMB/B2B/B2C, etc.) because all of these are different in execution. They may not come with a pipeline (difference between segments or due to non-competes) but the process to build pipeline will be the same. Do not try to hire cheap in this critical role.

K. Robbins Head Moose at Moose WorldWide Digital

September 1st, 2017

Same experiences here, especially #3.


One of the hardest challenges as founder is slowly divorcing oneself from operations to focus on business development, and then hiring a sales person so you can be an evangelist for the brand and focus on strategy. I've finally managed most of the first part in six years, while failing miserably at the second part as the only people I've found who I believe can sell our products and services as effectively as I can want as much money as I make, so if they sell as much as I do I'l be working for free...


I'm starting to think the only way to find that super star sales guy or girl is to steal them from a competitor, which is so completely not the way I have ever done business.


Maahdi Mohammad Hasib Mukut I keep trying till the end in whatever situation

September 2nd, 2017

Eid mubarak dear 😊