I just read Trish’s interview of Silvana Sears.

I want to use one little snippet. It’s not out of context and it’s very important to anyone who is involved in any part of the sales process. Here’s the snippet:

Trish: What do you look for in a candidate…?

Silvana:…Even though we don’t close deals, I like to hire someone who has closed before. I think this skill helps them do a better job on the front end of the sales process because they know what has to happen on the back end. I think it contributes to our high conversion and close rate.

So, this is what I wanted to point out. Silvana manages inside salespeople that set prospects up (quite well I might add) for outside reps and she prefers salespeople who have closed because they know that closing is a natural conclusion to what started at the beginning.

Great interview. I hope I get to meet Silvana someday.

You can read the whole interview here.

Thanks, Trish!