30 Minutes to President's Club | No-Nonsense Sales

#509 - Sales Hiring Secrets No One Talks About

Oct 9, 2025

Join Mark Kosoglow, an experienced sales leader and former VP of Sales at Outreach, as he unveils the secrets to effective sales hiring. He discusses why traditional hiring often fails, emphasizing the importance of traits over experience. Mark identifies nine core traits essential for success, like coachability and grit, and offers innovative interview techniques to test candidates' true potential. With a structured four-step interview process, he shares how to make informed hiring decisions and cultivate a winning sales team.

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INSIGHT

First Impressions Mislead Hiring

Hiring decisions often suffer from the halo effect where first impressions dominate interviews.
Mark Kosoglow says without structured criteria you'll consistently hire wrong.

ADVICE

Prioritize Traits Over Experience

Hire for traits first, then skills, and finally experience as a filter.
Prioritize innate traits because skills and experience are easier to teach or change.

ANECDOTE

Top Sellers Failed Without Evangelism

Outreach hired top sellers from other SaaS brands and most of them failed.
They lacked the evangelism trait needed to win at Outreach despite strong resumes.

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Huge Announcement 👉 Our next course is here: The Sales Management Operating System

Free Launch Event: Mark will walk you through his entire system, for free. You’ll walk away with more tactical leadership training in that hour than most paid courses deliver.

🎟️ Reserve Your Ticket: https://hubs.li/Q03L52Mc0

Discounted Pre-Order Access: By signing up for the event, you’ll unlock early access to our upcoming Sales Leadership Course, at the lowest price it'll will ever be.

Exclusive Toolkit: Everyone who shows up live gets access to the Sales Management Advanced Implementation Playbook, the exact internal systems Mark used to scale Outreach from $0 → $250M. This playbook has never been shared publicly. Live attendees only.

What You Need To Know:

Most new managers lead off gut — finger-in-the-air forecasting, feast-or-famine teams, and hiring that’s a coin flip.

This course fixes that.

You’ll learn the exact systems Mark Kosoglow used to scale Outreach from $0 to $250M ARR and coach 8 managers into VPs:

→ The Operating System to build a bulletproof sales process

→ The Operating Rhythm to get every rep performing like your #1

→ The Talent System to hire and ramp reps who actually hit quota

If you don’t have a system, leadership feels like firefighting.

If you do, it becomes your biggest multiplier for revenue and career growth.

Sales hiring is broken—and here's how to fix it. If you've ever felt like your pipeline reviews are useless or your forecast is just a wild guess, you're not alone. Most sales managers are never taught how to actually hire great reps—until now. In this game-changing video, we break down a bulletproof 4-step hiring system used by Mark Kosoglow, former VP of Sales at Outreach, who scaled it from $0 to $250M+ ARR and developed 8 sales managers into full-fledged VPs.

We reveal why most sales hiring strategies over-index on experience instead of traits, and how you can flip your process to uncover high-performing reps who thrive in ambiguity, have coachability, grit, passion, and more. Learn the nine essential traits that actually drive results and discover the interview playbook that uncovers them all.

Whether you’re building your first team or trying to fix a broken one, this video will reshape how you think about hiring in sales—forever.

The Sales Recruiting Playbook (Sales Interview + Sourcing Guide): https://www.30mpc.com/blog/the-sales-recruiting-playbook