How to Hire Salespeople: A Guide for Technical Founders

Описание: Mallika Sahay has hired 100+ salespeople at hyper-growth startups, Segment and Census. We discuss strategies for hiring salespeople:

Hiring for potential vs. experience (6:40)
The AIRIC framework: Ambition, Intelligence, Relentlessness, Innovation, Culture (8:58)
Identifying the experiences you need in a recruit (13:50)
Non-negotiable skills and attributes (15:40)
Why curiosity matters (18:10)
Balancing hiring for the job today vs. the jobs they might be able to do eventually (26:10)
Hiring chefs vs. cooks (31:00)
Calibrating the prior experience you need (35:34)
The interview process for “hard” skills (38:20)
How to do references on salespeople (43:30)
Sourcing underrated talent (48:50)