The Nuances of Making the Right Hire with Chris Riley

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan, sponsored by Force Management, delve
into the intricacies of sales hiring, dissecting the reasons
behind sales rep failures, and exploring the critical aspects of
assessing the hiring process in a leadership role. Joined by
Chris Riley, CEO of Winning Edge Advisors and former president of
Worldwide Field Operations at DataRobot, the trio shares insights
into the challenges of identifying the wrong hire, the importance
of coaching, and the nuances of adapting to evolving business
landscapes.


KEY TAKEAWAYS


[00:00:52] Identifying Sales Rep Failures: Chris Riley discusses
the multifaceted reasons behind sales rep failures and emphasizes
the role of managers in daily coaching and feedback.
[00:01:56] Critical Traits: The hosts and Chris highlight the
significance of work ethic, coachability, and the ability to
absorb and learn as key traits in successful sales hires.
[00:03:33] Character Traits: The discussion touches on the
challenge of changing inherent character traits, emphasizing the
importance of recognizing a person's fundamental nature.
[00:05:10] Skills Transferability: Chris shares insights into
evaluating if a salesperson's skills are transferable to
different sales environments and the potential pitfalls of
misplacing talent.
[00:06:34] Strategic Hires: The hosts stress the importance of
strategic hires in business ops and go-to-market strategy,
pivotal for proper business metrics and effective training.


HIGHLIGHT QUOTES


[00:03:47] "If they're hungry enough, as you said, they're
persistent. You might be able to help them develop skills, but
you're not gonna change their character."
[00:04:20] "Persistence, heart, and desire. You just have to give
it everything you got."
[00:06:52] "One, if you hire really good people and then when you
onboard them the right way so you can decrease the ramp time and
then you train them and develop 'em to increase their
productivity and you give 'em to good leaders, you're probably
not gonna churn them either."


Listen to the full episode with Chris Riley
through this link:
https://revenue-builders.simplecast.com/episodes/driving-accountability-and-building-trust-with-chris-riley


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/