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Making the Right Sales Hire with Mark Roberge

Making the Right Sales Hire with Mark Roberge

Revenue Builders vor 3 Jahren

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13:05

In this episode of the Revenue Builders podcast,
hosts John McMahon and John Kaplan are joined by Mark
Roberge, co-founder at Stage 2 Capital and Harvard
Business School lecturer. The discussion revolves around scaling
sales and building a disciplined hiring process. Mark shares his
insights into hiring for sales and highlights the importance of
context in shaping the ideal sales team. He emphasizes the need
to create a hiring scorecard with attributes like coachability,
intelligence, and curiosity. Mark also explains the role of
role-playing in interviews and the significance of continuous
evolution in the hiring process.

KEY TAKEAWAYS

[00:01:52] Context matters in sales hiring, and there's no
universal top sales hire profile.

[00:02:41] The Role of Context in Sales Hiring

[00:04:30] Creating a hiring scorecard with defined attributes is
crucial for success.

[00:08:14] Role plays are critical in assessing candidates'
abilities during sales interviews.

[00:11:37] The Ongoing Evolution of the Hiring Process

HIGHLIGHT QUOTES

[00:01:52] Context Matters in Sales Hiring - "I realized that
there is no universal top sales, higher profile, but it's very
contextual to your go to market context."

[00:04:30] The Importance of a Hiring Scorecard - "What I did
was I sat back, and I, like the first thing I did... like a low
score? So we have this rubric, right?"

[00:08:14] Role Plays in Sales Interviews - "I'll often like
throw some curveball technical questions... they're
uncomfortable."[00:11:37] Adaptability and Evolution in
Hiring - "Your recruiting scorecard needs to evolve as your
company evolves... and there's probably already a budget for your
product."

Listen to the full episode with Mark Roberge in
this link:

https://revenue-builders.simplecast.com/episodes/the-blueprint-for-a-sales-dream-team-with-mark-roberge

Check out John McMahon’s book here:

Amazon Link: https://a.co/d/1K7DDC4

Hosted by five-time CRO John McMahon and Force Management
Co-Founder John Kaplan, the Revenue Builders podcast goes behind
the scenes with the sales leaders who have been there, done that,
and seen the results.

This show is brought to you by Force Management. We help
companies improve sales performance, executing their growth
strategy at the point of sale.

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