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This is the diligence checklist itself, grouped into territory health, product market fit, financial health, leadership and marketing support, with the exact questions to say out loud. The territory questions (why did the last rep leave, what were attainment and net new numbers) are the ones candidates are most afraid to ask and most need to.
How to evaluate a sales job before you accept an offer
From The Virtual CRO by Casey Murray 12 min read
- In a hunter role, 70 percent or more of revenue should come from net-new accounts.
- Look for a company where 80 percent or more of sellers hit quota last year.
- At an early-stage company insist on 12 months of capital at current burn, ideally 18 to 24.
- Win rates to expect: 10 to 20 percent overall minimum, 50 percent or higher on evaluations and POCs.
