Every sales leader says the same thing when a role opens up: I want an A player. James has one question back — what does that actually mean?
Most can't answer it. This episode is about that gap. Why a term Steve Jobs made famous has quietly become a mask for bias, why 85% of businesses have never documented what a top performer actually looks like, and what keeps happening to the organisations that hire on gut feel and wonder why the same problems keep coming back around.
James and Rich get into why defining the characteristics isn't enough without a way to assess for them, what a proper interview process looks like when you actually know what you're testing for, and why without the fundamentals in place, every new tool you buy is just gasoline on a broken engine.
New episodes every week with James Bissell and Rich Washington.
Set the chicken. We're on the clock.
--
Field Notes is sponsored by Tick Talent and The Revenue Enabler.
If your sales team is missing quota and you're not sure why, The Revenue Enabler works with sales organisations to fix the fundamentals — from sales stage design through to seller capability. Find out more at therevenueenabler.com
If you're looking to hire exceptional sales and revenue talent across the tech sector, from your first AE hire through to VP level, get in touch with the team at tick-talent.com
James Bissell on LinkedIn: https://www.linkedin.com/in/james-bissell1/
Rich Washington on LinkedIn: https://www.linkedin.com/in/richwash/
The Revenue Enabler: https://therevenueenabler.com/
Tick Talent: https://www.tick-talent.com/
#FieldNotes #APlayer #APlayers #SalesHiring #HiringStrategy #TalentAcquisition #SalesLeadership #RevenueLeadership #CulturalAlignment #SalesAssessment #SalesCoaching #B2BSales #GoToMarket #SalesEnablement #SalesManagement #SalesProcess #StartupSales #TechSales #ScaleUp #LeadershipDevelopment #SalesPerformance #B2BPodcast #SalesPodcast
","author_name":"James Bissell and Rich Washington "}