Making the Right Sales Hire with Mark Roberge

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