1058: Competence Over Experience, with Christine Rogers

Christine Rogers is the President & COO at Aspireship. In today's episode, we discuss the greater role of competency over experience in becoming successful as a SaaS seller. Although there is a traditional preference for salespeople who have experience selling SaaS, Aspireship provides a course that highlights individuals who may not have the experience in SaaS but have proven, through actual work, that they in fact excel at sales. We unravel how their course provides this service free of charge and their 92% rate of success in placing reps in good standing. HIGHLIGHTS Aspireship: Finding competence and character over experience Training on objection handling, Salesforce, and customer experience Roleplaying tests detail-orientedness and its application Teachers and the hospitality industry are good at sales Helping talent acquisition find the best talent QUOTES Christine: "I believe that most sales leaders will tell you that some of their best hires they've ever made didn't look great on paper but they've done extremely well. And they're trying to replicate that over and over again. Like, how do I find more of those people that are the diamonds in the rough that nobody would give a chance?”  Christine: "The most interesting thing is watch them do the work and then look at the resume and you'll be surprised that they haven't had that experience, and watch them do it. They actually can. So we're showing and showcasing people in a totally different way and it's all through the product." Christine: "We look at the 90-day mark. Are they in good standing? And currently, we're at 92% of our grads that we placed are in good standing in the companies that they're in at the 90-day mark. So they're in good standing, so I think that's a really important metric." Christine: "If you've been in our space for any length of time, you know that there's some antiquated thinking that, in order to get great people that want to stay for any length of time, you're going to have to do something different." Find out more about Christine in the links below: LinkedIn: https://www.linkedin.com/in/christinerogers2/ Website: https://aspireship.com/ More on Andy: Connect on LinkedIn Learn more at AndyPaul.com Sponsored by: Revenue.io | Unlock exponential growth with an AI-powered RevOps platform | Revenue.io Explore the Revenue.io Podcast Universe: Sales Enablement Podcast RevOps Podcast Selling with Purpose Podcast

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With more than 1,100 episodes and millions of downloads, Sales Strategy and Enablement with Revenue.io is the world’s most-trusted sales podcast. Each week, host Howard Brown delivers inspiring conversations with the world’s greatest sales leaders about sales engagement strategies and tactics, sales enablement, artificial intelligence, revenue intelligence, tech maturity, sales psychology and more. Through discussions with the world’s top CROs, CSOs, CEOs, researchers, authors and technologists, listeners glean rare insight into game-changing strategies, tactics, and technologies, with particular focus on how AI is being used to make sellers more productive and effective than ever before. In addition, check out classic episodes hosted by Andy Paul, the author of three award-winning sales books. Ready to take your sales game to the next level? Join us on our mission to help your reps grow revenue and pipeline faster and more efficiently than ever before. Visit Revenue.io/podcasts for more.