Hiring Great Sales Talent

In this episode of the Revenue Builders podcast, John Kaplan and
John McMahon talk through their experiences with recruiting
talent, and why many companies often stumble in this fundamental
step. Your employees are the lifeblood of your business, and to
be successful, you need to hire the right people. In this era of
mass resignations and global hiring, business leaders and
interviewers need to hone in on the characteristics, skill sets
and knowledge of what will make sales talent successful in your
company.


Additional Resources:


Hiring Great Sales Talent:
https://podcasts.apple.com/ph/podcast/revenue-builders/id1610203369



HIGHLIGHTS


Stop relying solely on the resume or LinkedIn profiles 

Sales people are not created equal 

Interviewers need to both qualify the candidate and sell the
opportunity

Look for qualified candidates, not friends

Companies should equip their employees with skills and
knowledge

Don't sleep on the references 

How candidates can prepare for the interview 



QUOTES


John MacMahon: "If I'm gonna be in a fast
growing company, two of the most essential characteristics I have
to have in a person is intelligence and drive. Because skills
take a lot of time to develop. If somebody's really smart in a
classroom, I can teach them stuff. On the job, I can teach them
stuff pretty quickly. But it's the skillset that takes a really
long time to develop." 


John Kaplan: "I found that some of the best
interviewers have emotionally connected to what they do matters
and why it matters and therefore, it comes across the interview
process. I find people woefully prepared to really talk about why
what they do matters." 


John MacMahon: "The mistake that a lot of first
time leaders make is they are almost looking more for a friend
than they are for a candidate that can really be successful int
he role. Because of that they do some people a disservice because
they truly don't have the knowledge or the skillset to be
successful. But they like the person."


John Kaplan: "The knowledge and skills are the
responsibility of the company to bring them the knowledge that
they're going to need and to give them  the opportunity to
enhance their skills, to develop the skills, to position that
knowledge effectively. The responsibility of the individual is to
bring their character to that equation."  


Learn More about Force Management here:
www.forcemanagement.com


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