Hire for coachability over experience

Nobody gets a degree in B2B sales. Most sellers are handed a laptop, a CRM login and a quota, then left to work the rest out. Rohan and James Bissell talk about what that costs sales teams, and why frontline managers make more difference than new tools or a two-day bootcamp. There's practical advice for both sides of the hiring table, from hiring for coachability and setting clear exit criteria between SDRs and AEs, to the brag folder every seller should keep for their next interview. Chapters: 0:00 Intro and why James started The Revenue Enabler 4:14 Building a sales function from scratch 7:13 Why buyers ignore feature-led outreach 10:27 Learning the buyer through lunch and learns 12:30 Early hiring mistakes 15:03 What to look for in your first SDRs and AEs 17:19 Hiring for where you need to be tomorrow 18:26 The problem with player-coach sales leaders 19:59 When sales leaders should stop selling 21:54 Getting the SDR and AE relationship right 23:13 Why every sales stage needs exit criteria 25:49 The bigger the company, the bigger the problem 28:09 Why training fails without reinforcement 31:00 Building a skills database and proficiency plans 33:47 How great AEs stand out in interviews 36:28 Does sector experience count? 40:58 Why James stopped reading CVs 42:22 Inside The Revenue Enabler 46:11 Where to find James Connect with James Bissell   / james-bissell1   Find him on Youtube: ‪@TheRevenueEnabler‬ Connect with Rohan Tailor   / rohan-tailor   ABR Talent https://abrtalent.com/ Listen on Spotify https://open.spotify.com/show/0rWFNvv... About the show Doing It For Retention is a podcast from ABR Talent, the specialist go-to-market recruitment agency for SaaS businesses. Hosts Luke Bartram and Rohan Tailor talk to GTM leaders from SaaS scale-ups across sales, customer success and marketing about hiring, teams and what is happening in the industry. #SalesLeadership #SalesEnablement #SaaS #B2BSaaS #B2BSales #SaaSLeadership #GTMRecruitment #UKRecruitment #ABR #ABRTalent #DoingItForRetention #Podcast #Recruitment #Jobs