Salespeople are a specialized bunch that need the right environment to maximize their particular skill set.
Not every salesperson is adept at making sales at the enterprise level. They may be more comfortable with selling to a smaller business, where the buyer likely wears multiple hats. The converse might also be true. It really all depends on the salesperson.
With this in mind, it’s important to consider the skills of the salesperson you’re hiring against the needs of the role. Again, not all salespeople are created equal. Depending on what your company’s particular sales methodology might be, you may need a leader and finisher, for example. With complex sales process abound, companies really need to begin considering the candidate with the position in mind.
A resume can tell you a lot about a candidate. But it can never tell you how well they’ll perform in their new role. For more information on this topic, watch the video from OpenView Labs featuring Rich Chiarello.