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Sales Prospecting Perspectives

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When Hiring Teleprospecting Reps, What Are The “Must Haves” On Your Checklist?


My husband and I have been considering purchasing a new home. Every Sunday we go to open houses and review our “must haves” before entering each house. While we are realistic that we may not get everything on our list; when we do end up buying, there are certain characteristics of a home that we just won’t budge on – one of them being a walk in closet for me, of course.Teleprospecting New Hires, Hiring Strategy, Checklist 2 25 Laney

Just like I have specific items on my “must have” list that will result in the ideal home, I also have a list of must have characteristics and skill sets for candidates that are interviewing to join my teleprospecting team. Trish Bertuzzi shared some interesting thoughts in her blog post, Top 10 Competencies for Inside Sales Reps where she talks about the ten competencies she feels top performers possess. This is directly related to the top characteristics I look for when interviewing potential candidates to fill a teleprospecting position so that I can strive to build a team of top performers.

I completely agree with Trish’s list, and here are a few more competencies I would add from my perspective:

  1. Have the desire to innovate – not only willing to try new techniques, as Trish describes in #7, but also excited to uncover new techniques/tools and bring these new ideas to the table to present to management with confidence.
  2. Have the ability to persevere, regardless of obstacles that present themselves.
  3. Have the ability to be and remain confident, despite the stress level of a situation.
  4. Have the ability to be resourceful

I’m always looking for more ways to build a top performing teleprospecting team. It starts with hiring the right people who possess the “must have” competencies of a top performer. What would you add to the check list? 


Inside Sales Success, Inside sales strategies


sales blogs, prospecting perspectives


Thanks Laney! I wrote that post in 2009 and isn't it funny that so many hold true. Will add your recommendations to my list so thanks for that!
Posted @ Monday, February 25, 2024 1:35 PM by trish bertuzzi
Agreed! Thanks for reading and sharing, Trish!
Posted @ Monday, February 25, 2024 3:16 PM by Laney Pilpel
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