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