On Built In’s job board, there are more than 10,000 open sales positions listed, and more than 300 positions in LA alone.
That’s a lot of roles to fill, and technical skills like product knowledge, CRM and presentation development aren’t the only abilities rising sales talent needs to snag their dream tech sales job.
At its core, sales is about forming relationships between salespeople and customers. And like any partnership, the sales relationship requires trust, resiliency, problem-solving and a drive to make things work.
That’s where soft skills shine. For sales leaders at Crexi and Puffco, active listening, passion and drive are the most important skills new hires need to have to find success. They help salespeople connect with customers, understand their needs and highlight why their product is the right solution.
They also drive how team members collaborate with each other and learn on the job.
“Crexi has an extremely fast moving and collaborative environment, and as a salesperson on the floor, it is important to continually learn from peers,” Michael Lindman, director of data sales, told Built In LA. That, he said, is where active listening really comes in.
That said, it proves valuable well before a new hire even reaches the sales floor. Lindman said active listening can be key to acceptance in the first place.
Crexi takes a people-forward approach to its work. The marketplace and data platform helps commercial real estate professionals streamline their efforts to manage and grow their businesses.
What is the number one skill you think new hires need to be successful on your team?
Active listening. Active listening is useful for many facets of life, but at Crexi it applies directly to speaking with clients and learning from coworkers. Active listening helps team members ask the right questions, soak in the responses and apply that knowledge to daily life. If a new hire can use active listening to their advantage, they will have an extremely successful career here.
Active listening helps team members ask the right questions, soak in the responses and apply that knowledge to daily life.”
How can sales candidates demonstrate that skill in a job interview?
An interview is a two-way street. It goes without saying that candidates need to make a positive impression on the company they’re interviewing with, but it’s equally important that the candidate uses their interview to determine whether the company is the right fit for them. Candidates should come to the interview prepared with questions that spark genuine curiosity. A candidate’s ability to ask questions that garner strong responses and actively listen to those responses will separate them from the rest of the pack.
What kind of training do you offer sales team new hires to set them up for success?
Crexi provides new hires with a robust training program. New hires spend the first two weeks in a classroom setting where they can learn about Crexi. The new hire is then paired with one of our top sellers for three months of additional training. During that time, the new hire has an opportunity to learn directly from successful team members.
Crexi preaches collaboration and continual evolution. Even after training, teammates find ways to work together, whether for strategy sessions or team call blocks. We also promote cross-departmental collaboration with a program called Crexi Au Lait. Crexi Au Lait pairs two employees from different departments and gives them the opportunity to get to know each other on both a professional and personal level. The pairings rotate monthly, which gives all employees the ability to work together on a regular basis. If you are looking for a place to learn and grow, both professionally and personally, Crexi is the place for you.
Puffco is on a mission to create the best possible portable vaporizer, and the company is on the way with the Puffco Peak, a portable essential oil vaporizer and its flagship product.
What is the number one skill you think new hires need to be successful on your team, and why?
The skill new hires need to be successful on Puffco’s sales team is passion and drive for connecting with the customer, brand and products.
We also look for candidates who ask open-ended questions that indicate a willingness to learn and desire to build rapport.”
How can sales candidates demonstrate that skill in a job interview?
Candidates can demonstrate the ability to connect well with customers by successfully role playing a sales call with the interviewer. We also look for candidates who ask open-ended questions that indicate a willingness to learn and desire to build rapport.
What kind of training do you offer sales team new hires to set them up for success?
We have a structured four-week training program for all new hires on the sales team. They receive training on Puffco’s culture, products and our platforms and tools. The training then pivots to shadowing, listening and learning, role playing and understanding the most effective ways to follow up with customers. During the final two weeks, the new hire makes calls and receives feedback from a more senior team member.
