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.
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question_answer ANECDOTE
Context Matters
Mark Roberge hired a top salesperson from a large company, expecting similar success at HubSpot.
However, the salesperson underperformed, revealing that top sales profiles are contextual.
volunteer_activism ADVICE
Hiring Scorecard
Create a sales hiring scorecard by analyzing successful and unsuccessful hires.
Define attributes like coachability, intelligence, and curiosity, and use them to evaluate candidates.
volunteer_activism ADVICE
Role-Playing in Interviews
Incorporate role-playing into sales interviews to assess coachability and other attributes.
Provide feedback and observe the candidate's response to coaching.
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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."
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