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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

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