Extraordinary Pursuits by BIP Ventures

Build the Sales Team From the Ground Up

Investing in hiring skilled sales professionals or managers is essential for business growth. They are critical in driving revenue, expanding market presence, building customer relationships, and staying ahead of the competition. In this value-packed conversation with John O'Brien of Sales Talent Group, we discuss the key considerations for sales hiring in a company.  
John highlights when to hire a salesperson or sales manager, emphasizing the importance of assessing current workload, market demand, and growth projections. He gives insights into the qualifications to look for in candidates, including strong communication skills, resilience, industry knowledge, and previous sales experience. John also touches on indicators for when it might be necessary to replace a sales manager, such as declining performance, poor team morale, or a misalignment with company goals.  
A seasoned executive in the field of sales, John specializes in placements across the United States. As the Founder, CEO, and Managing Partner of Sales Talent Group, he oversees the day-to-day operations of the Professional Sales Search Division, focusing on both outside and inside sales professionals across various leadership levels. With a track record of success, John has consistently ranked in the top three among over 600 nationwide sales professionals during his 15-year tenure at Lanier Worldwide. His experience includes roles such as Sales Manager in New Orleans, Louisiana, National Sales Trainer, and Director of Marketing & Sales Center in Atlanta, Georgia. 
Key moments:
[00:01] Introduction to the show with John O’Brien and his backstory in sales  
[02:21] When is the right time to do sales hiring in a company?
[06:01] The two different schools of thought in sales
[08:05] The process of job design in sales hiring 
[10:38] The role of the company’s board in finding the right sales candidate
[11:43] Key qualifications to consider in your first hire of a sales professional
[14:58] Why attitude, aptitude, and desire are key considerations when hiring a salesperson 
[16:08] The financial aspect of the sales manager and how startups can navigate
[22:17] Job titling mistakes to look for
[30:10] Common mistakes entrepreneurs make when hiring a sales manager
[31:35] Guidelines on when to let a sales professional leave the company
[38:49] What portfolio companies mostly struggle with as it relates to hiring
Standout Quotes: 
 "Frequently, the first sales hire is super difficult because most of the times we don't know what the trigger is."- Christy Johnson [1:55] 
 "Job design boils down to what needs to be done. Nobody ever gets fired for their lack of doing. Usually, it is for what they did not get done."- John O'Brien [08:05] 
Let's Connect 
John O'Brien 
Sales Talent Group 
LinkedIn: https://www.linkedin.com/in/johnsalestalentgroup/ 
LinkedIn: https://www.linkedin.com/company/sales-talent-group/ 
Website: https://salestalentgroup.com/ 
 
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures

Strategic Hiring for Startup Success

For startup growth companies, recruitment is a cornerstone of success. Effective strategies are paramount in finding the right talents, building a cohesive team, driving innovation, achieving milestones, and scaling operations. Many startup founders need help attracting top talent due to limited resources and intense competition. A proactive approach can help to find individuals with the necessary skills and company alignment.  
In this episode, BIP Ventures CPO Christy Johnson speaks with Haley Devlin and Jason Moore from DNA Partners about recruitment strategies for startup growth companies.
Haley Devlin is a Growth, GTM, and Operations Consultant with over a decade of expertise in sales, marketing, and product leadership. Jason Moore is a specialist in operations, sales, and executive leadership. He founded and scaled two companies. Together, these industry experts share tips for setting up a successful recruitment approach that builds a winning team, leverages strengths, and establishes a solid foundation for sustainable growth.  
What You Will Learn:
[00:01] Introduction 
[01:30] 1st, 2nd and 3rd hire foundational aspects of building great teams 
[04:15] Common mistakes startup growth companies make in recruitment 
[11:25] What to consider when making your first hire as a technical founder 
[13:33] The skillset or talent that you need for your first sales hire 
[17:44] How to get started with your business content foundation 
[20:22] Building up your sales deck based on what your go-to-market needs
[22:54] Evolving your offering, messaging, and packaging as part of your processes 
[27:35] How to  pull and execute your intentionality and purpose from the beginning  
[31:30] How to bake your core values into the fabric of your company
[37:15] The most surprising patterns across the portfolio-based companies 
Standout Quotes: 
"Over-titling is not necessarily costly upfront, but it could cost real long-term pain down the road."- Jason Moore [6:08] 
"There is a balance that must be struck between the right background and skill and the right kind of EQ and soft skill at the early-stage company experience."- Haley Devlin [7:22] 
"Take your time in the hiring process because it would be a costly and painful mistake if you hire the wrong person who is not a true partner for you."- Haley Devlin [08:01] 
"When hiring, trust and compatibility is first and foremost even before the skill because the skill can come; if the skill is there, but there is no trust and compatibility, it's not going to work out" - Jason Moore [11:12] 
Let's Connect 
Haley Devlin and Jason Moore  
Website: https://www.dnapartners.org/ 
LinkedIn: https://www.linkedin.com/in/jasonmoore/ 
LinkedIn: https://www.linkedin.com/in/haleydevlin/ 
 
BIP Ventures 
Website: www.bipventures.vc 
LinkedIn: https://www.linkedin.com/bipventures/ 
Instagram: https://www.instagram.com/bipventures/ 
Twitter: https://twitter.com/bipventures 
YouTube: https://youtube.com/@bipventures