The database › Kelly B.
Business Development Manager · East London
Fibre & telecoms · 4.3 years in sales seats
Business development manager in East London selling fibre to businesses and homes, every lead self-sourced. She carries an individually owned monthly target and states 100% attainment for each of the last two months. She works to high daily volume — about 80 interactions a day, half of them cold calls — and closes 30–35 deals a month at roughly R1,000 each, two to three days after first contact. Before this, two years as a regional sales manager, setting regional targets and supporting junior sellers.
Employer names are in the full packet, which we send when you request an interview. 4.3 years in sales seats. Tenures longer than two years are marked. Two breaks worth asking about.
Best where the target is individually carried, the product is straightforward and activity is the engine.
Eight things, every one backed by a number or a specific example. Verified — we tested it against the record. Candidate-stated — she said it and we have not confirmed it yet. Missing data lowers the score; it is never assumed.
The current seat carries an individually owned monthly target stated as R26,800. Attainment is quantified across two periods against the seat's own revenue metric and owned outright, which sets the top band.
States roughly 80 interactions a day, of which about 40 are cold calls. Scored within a self-sourced hunter motion in the current role, seven months old, with the prior cold-calling motion consistent with it.
Names the recurring objection — "happy with their current provider". She said she has no set technique for cold calling ("it just comes to me, I'm a people person"); neither example is a lost deal, and the provider objection is met with a counter-offer rather than by finding out why the buyer stays.
Recalls early-career feedback that she was too reserved and needed to build self-confidence to succeed in sales. No specific action or observable result was given, so the feedback-action-result loop is only one part complete.
Volunteered targets, attainment, best month and awards unprompted in the opener before being asked. Reflects interview delivery only.
Asked for her target customer in the current role she answered that "every company needs fibre" and that she targets "absolutely everyone". Scored under the short-stint rule; the prior role carried the score, and the ICP is inherited rather than self-defined.
A direct self-initiated example: in her previous seat she approached the provincial health department unprompted where the company had no government presence, which led on into a traffic department. The initiative and the outcome are both clear; the result is described in access terms only, with no revenue attached.
Every role is dated across an eleven-and-a-half-year record, anchored by a 26-month regional sales seat. No concurrency is present.
Her best month came in at R90,000 against a R30,000 monthly gross-profit target — triple — in a prior sales seat where she says she hit target in 16 of 24 months and was listed sales of the year three times. All figures are hers to confirm at reference.
Every hire through HireSales comes with a coaching plan like this in your manager's hands on day one, plus a 30-day check-in.
Two things sit under the strongest evidence. First, the commercial figures are entirely hers so far: the current target was given as two different numbers in one sentence, 100% attainment for both of the last two months is a round self-report, and the R30,000 GP target with 16-of-24 months and three sales-of-the-year listings is attributed only to "that company". Second, asked for her target customer she answered "every company needs fibre… I target absolutely everyone" — from a seat where deal size is about R1,000 and volume is 30–35 deals a month. The demonstrated motion is high-volume, transactional selling rather than considered B2B, despite the business development title. Two breaks in the history are worth asking about directly.
Also validate at interview: the monthly target value and actual attainment for the last two months, with her current sales manager · whether the number is individually owned · the two breaks in the dated history.
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