Large clients with complex problems naturally means that the SAI-client relationships require a certain level of finesse. It means that SAI needs salespeople with a knack for creating executive-level relationships at large accounts on the way to seven-figure transactions.
“That by design means we need more capable, skillful salespeople. Think of them as different from the dialing for dollars mentality — we’re not in that business,” Ric says. Instead, the sales team at SAI is highly selective and disciplined in terms of which companies to target, spending an incredible amount of time identifying very senior executives and doing exhaustive account research.
In addition to that level of expertise, Ric was also looking for salespeople with high competence in the consumer-packaged goods industry, and an understanding of everything from manufacturing processes to logistics and transportation.
And then they need to be able to “network their way into an account,” manage a long and intricate sales process with multiple buyers and large transactions. And because the road to closing these kinds of deals is never without hiccups, salespeople with a “genetic predisposition” to problem solve.
RevsUp approached SAI about their hiring need, and from the get-go, Ric says he knew their approach would be different.