Making the Right Sales Hire with Mark Roberge

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 ProcessHIGHLIGHT 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-robergeCheck out John McMahon’s book here:Amazon Link: https://a.co/d/1K7DDC4 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