How do you actually know someone can sell before you've hired them, trained them, and found out the hard way?
In this episode of Ask Jeb on the Sales Gravy Podcast, Jeb Blount answers two hiring questions from Ramesh: how to find and hire the right salespeople, and whether that approach changes for a small company versus a large one.
Jeb's answer: he's made the same hiring mistakes every leader makes, even after building a career on turning struggling sales teams around. Hiring is part process and part gut, there is no magic formula to get it right every time. The good news is you can stack the odds heavily in your favor with the right approach.
What You'll Learn:
- How whether a role is heavy hunting, heavy account management, or a hybrid should shape who you hire
- Where assessments fit into the hiring process and why
- How to build an assessment stack depending on the complexity of the role
- How to ask situational interview questions tailored to pushed past rehearsed answers
- Why bringing multiple people into the interview process catches what one person reviewing candidates alone will miss
- How a candidate's energy in an interview can mislead you if you don't weigh it against other signals
- Why small companies face higher hiring stakes than large companies, and how to protect yourself from a costly bad hire
- How a long hiring cycle can cost you strong candidates to competitors who move faster
Whether you're building your first sales team or creating a hiring process at scale, this episode gives you a practical framework for making better hiring decisions.
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