Sales Hiring Mastery: Strategies for Identifying and Securing Top Talent

Hiring skills are fundamental for success as a sales leader. This course equips you with the ability to establish a top-notch sales hiring program. You will learn to identify the experiences, skills, and competencies crucial for success in various sales roles. Additionally, this course teaches you about different types of interviews and questions to predict new hire success, avoid common hiring mistakes, and track the progress of sales hires.

Course details

Enrollment type: Live
Open to: Executive + Associate Members

Lucas Price - Building a High-Performing Sales Team

Lucas Price, Instructor

Lucas has nearly 20 years of experience as an entrepreneur and sales leader. As the founder and CEO of Yardstick, he is on a mission to help sales organizations solve the waste and loss from failed sales hires.

Lucas learned the impact sales hiring could have on a leader’s career trajectory while building the sales team that took Zipwhip from less than $1 million in ARR to over $100 million before its sale to Twilio for $850 million. He is passionate about helping others build sales teams with high-performing cultures.

Connect with Lucas

Course Curriculum

Hiring success is a key pillar for founders, CXOs, VPs, and senior leaders alike. This course is for those who want to go deep into building their hiring skills at an elite level.

Please note that curriculum topics and/or session order may be subject to change.

Session 1:
Building a High-ROI Sales Hiring Process

By the end of this class, you will be able to:

Understand the massive impact of sales hiring on your team's performance and company growth
Build an Ideal Candidate Profile and scorecard tailored to your specific sales roles and company needs
Design a rigorous and efficient hiring process that attracts top talent and reduces mistakes
Apply the four pillars of effective sales talent selection to predict candidate performance
Optimize your recruiting funnel to attract high-quality candidates

Session 2:
Mastering Competency-Based Interviews for Sales Roles

By the end of this class, you will be able to:

Conduct effective initial screening interviews to identify promising candidates quickly
Craft and utilize powerful behavioral interview questions to evaluate key sales competencies
Assess crucial sales skills like adaptability, emotional intelligence, resourcefulness, and learning agility
Avoid common pitfalls in competency-based interviewing that can lead to bad hires
Tailor your interview approach for different sales roles (SDRs, AEs, Managers)

Session 3:
Advanced Interviewing Techniques for Sales Leaders

By the end of this class, you will be able to:

Conduct in-depth chronological interviews to thoroughly evaluate a candidate's sales performance history
Design and execute effective role-play scenarios for different sales positions
Use role-plays to assess critical skills like prospecting, discovery, and sales coaching
Avoid common mistakes when evaluating past performance and conducting role-plays
Integrate these advanced techniques into your overall hiring process

Session 4:
Making Data-Driven Hiring Decisions and Measuring Success

By the end of this class, you will be able to:

Lead effective candidate debrief meetings to gather insights from your hiring team
Conduct reference checks that provide valuable, actionable information
Make confident hiring decisions by synthesizing all available data points
Design onboarding plans that set new hires up for rapid success
Implement metrics to track the effectiveness of your hiring process over time

Expected Results

By the end of this school, you will have the knowledge and skills to be able to:

Build a talent selection process that improves your sales organization's success and your team's career trajectory
Build a hiring process that reduces failed sales hires to less than 10%
Reduce the time you and your team spend on hiring
Build a culture of great hiring and high-performance

Sam Jacobs clapping in front of a room of people

Course FAQ

: This program is included in the cost of a Pavilion Membership. Not a member? Join now.
: At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.
: This course is currently in between sessions. Stay tuned.
: This course is currently in between sessions. Stay tuned.
: This course is currently in between sessions. Stay tuned.
: Yes, 100% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience. However, watching session recordings counts toward attendance for those with scheduling conflicts or in time zones where live attendance is a challenge.
: Yes, session recordings are available if you cannot attend live.
: No, there is no final exam at the end of this course.
: After successfully meeting attendance requirements, you will receive a certificate of completion for this program.