Hiring for Growth: Strategies for Scaling Sales Teams With Bill Cea

Today we are joined by Managing Director from  Foster Beck
Associates, Bill Cea, to discuss hiring for sales organizations
of every size, from seed stage to market. Bill gives insights on
making great long-term hires by sharing startup hiring strategies
according to three stages. In the first stage of growth,
companies should focus on hiring people who fit the product and
market. In the second stage, companies should focus on hiring
people who can help them scale. In the third stage, companies
should focus on hiring people who can help them mature.


 


Additional Resources:


Support Saint Jude Children’s

Support The Ronald McDonald House

Connect with Bill on LinkedIn

Check out Foster Beck Associates

Listen to More Revenue Builders



 


HIGHLIGHTS


Hiring for startups at every stage of growth

Why you need a recruiter at the Product Market Fit Stage

The Impact of Hiring on Business Growth

The role of culture fit in hiring

How to be a Student of the Marketplace

Red Flags to Look for in candidates

Key indicators of a candidate with entrepreneurial spirit

The Benefits of Hiring Self-Aware Salespeople

The Most Important Attributes of a Successful Sales Leader

Key Components for Hiring the Right Person

Hiring Salespeople with the Right Domain Expertise

Distributed Workforce on Sales Management

Impact of Technology on Talent

The Differentiation of a True Sales Professional

Elements of a thorough Background Check

Recruiting in a tight economy and competitive job market



 


QUOTES


BILL: PRE-REQUISITES OF BUILDING A PROFILE


“When you're building a profile, what else you really need to
understand is, how is the company going to go to market. In other
words, there are many different ways companies go to market,
they're going to do a vertical approach, they're going to do
geo-named accounts. I don't believe the Rolodex question is
applicable anymore. But I think it's much more important that
they at least sold to like industries where they understand the
buying process.”


BILL: CREATE A DEFINITIVE AND EXPEDITIOUS PROCESS


“A smart company has that definitive process, while that process
is going on, they're doing their due diligence, background
perspective, they're ready to strike, you have to be expeditious
through the process, or you're gonna lose to a company that is
doing it right.”


 


Check out John McMahon’s book here:
https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064