Revenue Builders

Making the Right Sales Hire with Mark Roberge

Oct 1, 2023

Mark Roberge, co-founder at Stage 2 Capital and Harvard Business School lecturer, discusses the importance of context in sales hiring. He highlights the need for a hiring scorecard with attributes like coachability, intelligence, and curiosity. Mark emphasizes the role of role-playing in interviews and the continuous evolution of the hiring process.

13:05

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Episode guests

Mark Roberge

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Episode notes

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Quick takeaways

Context matters when hiring for sales and there is no universal top sales hire profile.

Creating a hiring scorecard with defined attributes is crucial for success in building a sales team.

Deep dives

The Importance of Hiring in Scaling

Mark Roberts discusses the significance of establishing a disciplined hiring process when scaling a sales team. He recounts an experience where hiring a top salesperson from a well-known company led to unexpected challenges due to contextual differences. He emphasizes the need to consider go-to-market context, such as the stage and culture of the company, when building a hiring profile.

Introduction

6min

Importance of Coachability and Role Play in Sales Interviews

5min

The Importance of Coachability and Evolving Recruiting Scorecard

2min

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