Podcast episode
Lead Playbook Part 2: Mark and Armand on How to Structure Your Interviews to Hire Great Sales Talent
30 Minutes to President's Club25 Apr 202429 min
Description
FOUR ACTIONABLE LEADERSHIP TAKEAWAYS Designate specific people to cover very specific topics in the interview process so they can get really good at those core competencies. Leave the generic questions to another company. When you got them hooked, talk them out of it. If you can talk them out of it, they wouldn’t have worked out anyway. Sell early, grill after. Get someone to opt in by selling them on your goals and your mission. Then, gain their respect by grilling the heck out of them. Each step in the process should test for different dimensions of sales and should be handled by different people with that expertise. RESOURCES DISCUSSED Join our weekly newsletter Things you can steal 30MPC Training: 30mpc.com/training
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There it is. Amazing. I want to ask you about one more thing. You have this thing at the end, which is the everything wrong with our company interview. How do we do that? “they have to sell you on why they're a good fit for you.” When all that's done, it's a love fest. We know every relationship isn't just built on a love fest. There's a little bit of friction in there. There's a little bit of contention. I introduced that into the sales process. A lot of times, especially with leader and executive hires, I will talk them out of the job.
In Hiring SDRs
You're trying to sell them on something, on a new comp plan. That goes all the way back to the recruiting and hiring process. I hate to simplify it down to this, but what you tell your reps to do on prospecting days is what you do on your day you need to hire some people. I was literally going to say the exact same take on that one. “Take what you're telling your SDRs to do and go do it on candidates.” There are three sources of candidate flow for you as a hiring manager. Number one is outbound, number two is inbound, and number three is referrals. The number one that you can control is your outbound. So 25 a week, you figure out the companies that have similar sales cycles to you.
In Hiring SDRs