Hiring for Growth: Strategies for Scaling Sales Teams With Bill Cea

Today we are joined by Managing Director from  Foster Beck Associates, Bill Cea, to discuss hiring for sales organizations of every size, from seed stage to market. Bill gives insights on making great long-term hires by sharing startup hiring strategies according to three stages. In the first stage of growth, companies should focus on hiring people who fit the product and market. In the second stage, companies should focus on hiring people who can help them scale. In the third stage, companies should focus on hiring people who can help them mature. Additional Resources:Support Saint Jude Children’sSupport The Ronald McDonald HouseConnect with Bill on LinkedInCheck out Foster Beck AssociatesListen to More Revenue Builders HIGHLIGHTSHiring for startups at every stage of growthWhy you need a recruiter at the Product Market Fit StageThe Impact of Hiring on Business GrowthThe role of culture fit in hiringHow to be a Student of the MarketplaceRed Flags to Look for in candidatesKey indicators of a candidate with entrepreneurial spiritThe Benefits of Hiring Self-Aware SalespeopleThe Most Important Attributes of a Successful Sales LeaderKey Components for Hiring the Right PersonHiring Salespeople with the Right Domain ExpertiseDistributed Workforce on Sales ManagementImpact of Technology on TalentThe Differentiation of a True Sales ProfessionalElements of a thorough Background CheckRecruiting in a tight economy and competitive job market QUOTESBILL: PRE-REQUISITES OF BUILDING A PROFILE“When you're building a profile, what else you really need to understand is, how is the company going to go to market. In other words, there are many different ways companies go to market, they're going to do a vertical approach, they're going to do geo-named accounts. I don't believe the Rolodex question is applicable anymore. But I think it's much more important that they at least sold to like industries where they understand the buying process.”BILL: CREATE A DEFINITIVE AND EXPEDITIOUS PROCESS“A smart company has that definitive process, while that process is going on, they're doing their due diligence, background perspective, they're ready to strike, you have to be expeditious through the process, or you're gonna lose to a company that is doing it right.” Check out John McMahon’s book here: https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064 Hosted by five-time CRO John McMahon and Force Management Co-Founder John Kaplan, the Revenue Builders podcast goes behind the scenes with the sales leaders who have been there, done that, and seen the results.  This show is brought to you by Force Management. We help companies improve sales performance, executing their growth strategy at the point of sale.  Connect with Us: LinkedInYouTubeForce Management