Kathy Hammond - Why Data is Critical When Hiring for High-Performance Sales Roles

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Summary:

Kathy Hammond is a B2B sales recruitment specialist who helps companies recruit and hire high-performing salespeople with the power data analytics. In this episode, Kathy talks about the biggest mistakes that both hiring managers and talent acquisition teams make when hiring for high-performance sales roles and how most of them can be avoided with a little bit of data analysis.

Chapters:

[0:00 - 5:08] Introduction

• Welcome, Kathy!
• Today’s Topic: Why Data is Critical When Hiring High-Performance Sales Professionals

[5:09 - 11:33] The biggest mistakes hiring managers make when hiring for sales positions

• Not being able to able to identify (or even describe) a high-performing salesperson
• How hiring managers build bias into their processes

[11:34 - 19:21] Common mistakes recruiters make when hiring for sales positions

• Not referring to the data surrounding discovery and assessment of prospective hires
• On the lack of relevant training for those involved in the hiring process

[19:22 - 30:56] How can hiring managers and the talent acquisition team get along?

• It’s critical for leaders to understand the ins and outs of the sales process
• How breaking down a job into its core responsibilities paves the path for more productive interviews

[30:57 - 32:03] Closing

• Thanks for listening!

Quotes:

“There’s so much bias in the hiring process . . . and there are a lot of misconceptions around it.”

“You have to understand what the sales process is. It’s shocking that a lot of sales leaders have no idea—they cannot identify the various stages of their sales process.”
Resources:

Real-time Job Postings Salary Data
RecruitSolut

Contact:
Kathy's LinkedIn
David's LinkedIn
Dwight's LinkedIn
Podcast Manger: Karissa Harris
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Production by Affogato Media