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Digital Panel - December 2, 2020

Hitting Your 2021 Revenue Goals with effective hiring

Will you hit your 2021 revenue plan? It starts with successfully executing your hiring goals.

Every revenue plan needs great humans working towards it. And that starts with putting the right people, in the right role, at the right time. Building a scalable GTM organization that’s poised for growth starts with effective hiring.

For many leading revenue organizations, the hiring process does not look too different from a well-executed sales motion: up-front qualification, bi-directional discovery, and running an efficient and data-driven process.

Whether you’re about to make your first key sales hire or are adding headcount to scale, add hiring best practices to your toolkit and benchmark against the best.

This panel of sales veterans and hiring experts, who have built and hired for sales organizations of all sizes, walked attendees through actionable best practices around the following key topics:

Key Topics

  • How hiring managers define roles with the most important characteristics for candidates to successfully hit the ground running

  • How leading organizations identify sales talent efficiently

  • How hiring managers run effective discovery to ensure a great fit on both sides

  • How hiring managers qualify talent by “seeing past the paper”

  • How great orgs are successfully building diverse teams through inclusive hiring strategies

Key Takeaways

  • Go have a conversation with the hiring manager for this role. Do they actually know what traits they're looking for? Are you testing your candidates for those specific traits? That's where you need to start. (Joe Caprio, Co-Founder @ Reprise)

  • Let's talk about honesty. It's essential to create an environment conducive to feedback in your hiring process. Being honest will never break something. It will fix it sooner. Share your weaknesses in the process too. Say "I'm hoping you're good at this because I'm not" to your candidate. Everyone needs more honesty right now. (Brandon Young, Head of Operations @ SetSail)

  • Train hiring best practices into your organization. Create a space where these skills can be discussed. Hiring is a skill set you need to constantly be working on. In today's world, it's hardly ever taught at startups and that's not good. (Michael Zhang, COO & Co-Founder @ Candidate Labs)

A huge thank you to Candidate Labs for sponsoring this session!