There is no shortage of salespeople. But when you are filling a critical role, where the person is expected to have a big impact on your business, you will need to hire from Tier 1 sales professionals. Tier 1 accounts for only 15% of the sales population.

Tier 1 of the Sales Population – Characteristics

1 These are the sales professionals whose main capability is new business development, customer acquisition, hunting and market development. Tier 1 professionals are not order-takers; they take on the sales roles that require an ability to get difficult things across the line, and often against the odds.

2 Tier 1 sales professionals have a track record of commercial achievement and not just “experience” and can plot their career in terms of growth delivered.

Tier 1 accounts for only 15% of the sales population.

3 Increasingly, the Tier 1 population is formally trained in sales methodology, pipeline and forecast management. They keep score on themselves.

4 Tier 1 salespeople include professionals with significant international selling experience either in a multinational environment or have lived and worked locally in export and global markets.

Tier 1 professionals are not order-takers; they take on the sales roles that require an ability to get difficult things across the line, and often against the odds.

5 A disproportionate percentage of the income for Tier 1 people comes from commissions and bonuses. This is because they have the ability to perform and deliver results in challenging sales roles.

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