Between Two Hires

‘Excellence.’ How do you uncover ‘excellence’ when hiring salespeople? Have them explain something they are exceptionally good at. Whether it’s music, sports, whatever. Doesn’t really matter. Ask them their process to becoming that good at it. How did they get there? Their answers will uncover how likely they will be top performers on your sales team. In this clip from episode 6 of Between Two Hires (The Subtle Art of Not F#*cking Up Your Team), Greg Costigan discusses how to ask this question so that you can spot A players from a mile away. #saleshiring #interviewquestion #salesrecruiting

“Leaders of the most talented teams commit 20% of their time, even when doing their job, to recruiting at all times.” - Nick Saban (Pretty good football coach) Dare I say, ‘ABR’ (Always Be Recruiting). Even when you’re not hiring. As a leader, your personal brand is a big part of recruiting people to your company. In this clip from episode 6 of Between Two Hires (The Subtle Art of Not F#*cking Up Your Team), Greg Costigan discusses how his ‘secret weapon’ is maintaining a consistent personal brand at all times. #LeadershipSecrets #AlwaysBeRecruiting #PersonalBrand

Episode 6 of Between Two Hires (The Subtle Art of Not F#*cking Up Your Team) is here! In this episode, Tom Wilkinson is joined by Greg Costigan who has hired over 35 salespeople (BDRs, AEs, Ops, Enablement, and Managers) at companies like Zuora, Zenefits, and Box. Together, they discuss the importance of leadership’s personal brand for recruiting, the ABR (Always Be Recruiting) mindset, whether sales is science vs. art, and mistakes to avoid when hiring salespeople.. These are sales hiring tips you won't want to miss out on if you’re hiring salespeople now or in the future. Watch the full episode now!

Is sales an art or a science? COMMENT with your take. In this PREVIEW clip from episode 6 of Between Two Hires, Greg Costigan discusses his take on the topic and the one exception to the rule he encountered. What’s YOUR take? COMMENT what you think. No wrong answers. Just wrong people with answers. Are we joking? Find out in the comments (50% kidding). #sales #hottake #saleshiring

A new episode of Between Two Hires (The Subtle Art of Not F#*king Up Your Team) is COMING IN HOT this Thursday at 11 AM CT. In this episode, Tom Wilkinson is joined by Greg Costigan to discuss secrets to attracting and identifying high-performing salespeople. If you hire salespeople, you won’t want to miss it. Tune in on Thursday! #saleshiring #salesrecruiting #hiring

The word ‘ramp’ is misunderstood and it’s a problem. Ideally, the salesperson is ready to be a full member of the sales team at the end of the ramp. They know the product-market fit, ICP, messaging, process, etc. They have everything they need to succeed on your team and they’re ready to build a book of business. But what happens during the ramp is critical to whether those new hires can get there or not. 3 things need to happen to ensure a successful ‘ramp’ experience: 1. Defining how long the ramp is 2. Defining success at key milestones during the ramp 3. Regularly meeting to determine if they’re on track or not (If not, problem-solve together) It’s hard for new sales hires to be motivated if they don’t know they’re successful during the ramp. Great salespeople may not make it without knowing that. Sales is built on momentum. That’s why this is so critical for the success of new sales hires. Misha breaks it down in this clip from Between Two Hires. Check out the full episode here: https://lnkd.in/gn37kjyf #salesramp #saleshiring #onboarding

The sales candidate you wanted accepted your offer. Now what? The answer isn’t: See them on their first day. The days between the offer and the start date are really important. In this clip from Between Two Hires (The Subtle Art of Not F#*ckin Up Your Team), Misha McPherson gives tips on how to keep salespeople engaged and excited before their first day. 1. Stay connected. Touch base.  2. Let them know that you're excited to work together. 3. Provide resources and access to learn about the business (While making it 100% it’s not mandatory) 4. Provide an onboarding schedule so they know there is a plan Salespeople thrive on energy. You’re excited. They’re excited. The key is to keep that momentum going between the offer and day 1 so that you hit the ground running. #LFG, if you will. Check out the full episode here: https://lnkd.in/gn37kjyf #salesrecruiting #hiring #offer

How do you separate the A players from the B players? With questions that focus on how that person is motivated. When you ask “What brought you to sales?” Almost everyone will tell you $$. However, when you ask “What has kept you in sales?” That is where you can identify the difference between good and great. In this clip from Between Two Hires, Misha McPherson discusses how she approaches this question to help her identify those sales reps whose quota is simply ‘more.’ Never satisfied and always pushing. These are the people who don’t make quota, they crush quota. LFG. Check out the full episode here: https://lnkd.in/gGKmvS5a #hiring #interview #salesrecruiting

While 'process' is critical to hiring, it can be overdone. It's a tricky problem to have. You think you’re being thorough, but it’s actually working against you. Time and time again, I’ve seen companies miss out on great people because there were too many stages, too many people involved, they weren't 100% sure on what they were looking for, or it wasn't a priority to everyone. That’s what Misha McPherson talks about here. How to be more thoughtful upfront. By asking these questions, you can speed up your time to fill while ensuring you don't miss out on great talent. 1. Do we know exactly what we're looking for? 2. Do we need this many stages? 3. Do we need all of these people involved? 4. Are we ready to give our attention and time to it? Seems simple. And it kind of is. But so few do it. And those that do take all the good people. IYKYK. Check out the full episode here: https://lnkd.in/gPPNgf3V #hiring #hiringprocess #recruiting

‘It doesn’t have to be this way.’ That’s typically my initial response after hearing sales hiring challenges. Why? Because many of the challenges companies face are avoidable. The success of sales hiring often comes down to the people and processes involved in making it happen. Hiring can be a competitive advantage or a pain in the a$$. And that’s often up to you. What does it come down to? The right team A thoughtful plan  Alignment (On roles, candidate profiles, stages) Preboarding/onboarding (That is engaging & inspiring) A defined ramp (Measured & revisited) And most importantly, transparency from start-to-finish In today’s episode of Between Two Hires (The Subtle Art of Not F#*cking Up Your Team), Misha McPherson (A leader in fractional sales enablement) and Tom Wilkinson discuss her framework for how to hire salespeople effectively through a thoughtful approach.