Most companies still hire salespeople wrong in 2025.

They rely on resumes, gut feeling, and vague interviews instead of testing real skills. In this episode, Raul and Toni explain why that approach fails and how to replace it with a system that actually works.

They break down a practical process to identify what you really need, define the skills that matter, and test candidates in realistic scenarios. No fluff, no guesswork, just a repeatable way to hire people who can actually sell.

This episode is brought to you by ZoomInfo, the Go-To-Market Intelligence Platform. ZoomInfo gives you high-quality B2B data and sales intelligence on in-market buyers across companies of all sizes, powered by AI-driven automation with integrated outreach tools to help your GTM teams build pipeline and close deals faster.

Check them out at zoominfo.com/revenue-formula

Want to work with us? Learn more: revformula.io

(00:00) - Introduction
(01:41) - Hiring is Broken
(07:09) - Basics of Effective Hiring
(12:35) - The Myth of the Perfect Candidate
(14:20) - Understand your Needs and Context
(16:56) - Time Pressure in Hiring
(22:02) - The Three Step Solution
(29:10) - Assessing Candidates: Interpretation
(30:16) - Assessing Candidates: Talking
(31:21) - Assessing Candidates: Showing
(32:53) - Assessing Candidates: Doing
(36:53) - Iterating on the Process
(39:57) - Roleplaying in Sales Hiring
(43:33) - Hiring Sales Leaders
(46:00) - Final Thoughts and Takeaways

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