In this episode of the Revenue Builders Podcast, hosts John McMahon and John Kaplan delve into the intricacies of recruitment and retention in B2B sales with Mike Earnest of Wiz. They discuss the critical importance of creating a strong recruitment culture, defining key traits for top recruits, and effective sourcing strategies. The conversation also covers how to manage and retain talent through authentic leadership, development opportunities, and consistent expectations. Earnest shares personal experiences and practical advice for sales leaders, making this episode a comprehensive guide for sustaining high-performing sales teams.

ADDITIONAL RESOURCES

Learn more about Mike Earnest:
https://www.linkedin.com/in/mike-earnest-1a0a607/

Read Force Management’s Guide to Increasing Company Valuation: https://hubs.li/Q038n0jT0

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HERE ARE SOME KEY SECTIONS TO CHECK OUT

[00:00:42] The Importance of Recruiting in Sales Leadership
[00:01:59] Three Rules of Recruiting
[00:03:08] Building a Culture of Promotion
[00:08:56] Traits to Look for in New Recruits
[00:15:57] Challenges and Strategies in Recruiting
[00:32:44] Sourcing Top Talent
[00:37:03] Defining the Ideal Candidate Profile
[00:38:10] Proactive Pipeline Generation Strategies
[00:39:23] Leveraging New Hires for Recruitment
[00:42:08] Creative Recruitment Tactics
[00:46:29] Retention Strategies for Top Talent
[00:51:17] Challenges of Leadership Transitions
[01:00:28] Supporting New Managers

HIGHLIGHT QUOTES

[00:01:10] "You have to create a culture of recruiting. It’s our pipeline generation as leaders."
[00:03:09] "You better have a culture of promotion."
[00:10:25] "It's doing the hard things when no one's watching." – Mike Earnest, defining grit.
[00:11:47] "What I hear so many people say is they got grit and you think they got grit, but you guys are talking past each other."?
[00:23:55] "A lot of times people say they want to do it, and then when they get up there and they don't have real persistence and determination to gain those new skills, everything kind of unravels."
[00:24:20] "I used to tell people that forced management: You're absolutely going to fall on your face here. I promise you."