Mike Earnest, VP of worldwide sales at Wiz with a rich background in B2B sales, shares his insights on recruitment and retention in this engaging discussion. He emphasizes the critical need for a robust recruitment culture and the 'rule of three' for effective hiring. Earnest highlights traits like curiosity and grit for ideal candidates, while also offering practical wisdom on authentic leadership. He explores innovative recruitment strategies and the complexities of transitioning to management, providing valuable advice for maintaining high-performing sales teams.
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volunteer_activism ADVICE
Recruiting as Pipeline Generation
Create a culture of constant recruiting, treating it like pipeline generation for sales leaders.
Always be looking for top talent, whether reps or leaders, to avoid being caught short-handed.
volunteer_activism ADVICE
The Rule of Three
Always keep three potential candidates in mind for each role.
This covers promotions, demotions, and unexpected departures, ensuring you're always prepared.
volunteer_activism ADVICE
Promote from Within
Promote a culture of internal promotion, providing growth opportunities.
This motivates your team and ensures you have qualified people ready to step up.
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In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.
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HERE ARE SOME KEY SECTIONS TO CHECK OUT
[00:00:42] The Importance of Recruiting in Sales Leadership [00:01:59] Three Rules of Recruiting [00:03:08] Building a Culture of Promotion [00:08:56] Traits to Look for in New Recruits [00:15:57] Challenges and Strategies in Recruiting [00:32:44] Sourcing Top Talent [00:37:03] Defining the Ideal Candidate Profile [00:38:10] Proactive Pipeline Generation Strategies [00:39:23] Leveraging New Hires for Recruitment [00:42:08] Creative Recruitment Tactics [00:46:29] Retention Strategies for Top Talent [00:51:17] Challenges of Leadership Transitions [01:00:28] Supporting New Managers
HIGHLIGHT QUOTES
[00:01:10] "You have to create a culture of recruiting. It’s our pipeline generation as leaders." [00:03:09] "You better have a culture of promotion." [00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit. [00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other."? [00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels." [00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."
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