AUDIO: https://www.thepozcast.com/386
In this conversation, Adam Posner interviews Matt O'Connor, the CRO of HireRoad. They discuss various aspects of sales, customer relationships, and leadership in the HR tech industry. They explore the importance of understanding customer needs, the role of AI in analytics, effective hiring practices, and strategies for improving employee retention. Matt emphasizes the significance of transparency, building relationships, and maintaining a strong reputation in achieving success.
Matt joined HireRoad mid-year as a well-respected HR tech industry veteran with a strong track record of accomplishments and awards at the executive leadership level. Matt is a GTM guru and most recently served as Chief Revenue Officer for PandoLogic. Before that, he was Senior Vice President/General Manager for Care.com. Matt spent several years at Monster Worldwide, leading large global sales teams and businesses focused on driving revenue growth. Before Monster, he worked for HSB, Inc. and Zurich Insurance in underwriting, business development, and P&L roles. Named one of TA Tech’s Most Influential Talent Acquisition Thought Leaders in 2023, Matt brings a wealth of industry experience and strategic acumen to HireRoad.
Connect with Matt: https://www.linkedin.com/in/matthewboconnor/
We thank HireRoad for supporting these episodes of #thePOZcast at HR Tech 2024, Las Vegas! HireRoad is a leading global HR solutions provider spanning recruitment, onboarding, learning, and analytics software. Driven by PeopleInsight by HireRoad, our best-in-class people analytics solution, we unify disparate HR datasets to provide businesses with actionable insights within a record five days.
Our mission is to help our customers maximize the impact of their HR technology through a deeper understanding and optimization of their most significant investment– their people. HireRoad empowers HR teams through data-driven insights, customized support from our team of experts, and a transparent, cost-effective approach to meet companies where they are at in their people data journey.
For more, please visit hireroad.com/poz.
Thanks for listening. Please follow us on Instagram @NHPTalent and X @AdamJPosner. For more, please visit www.thePOZcast.com.
Takeaways
- CRO roles vary widely, focusing on revenue and growth.
- Understanding customer needs is crucial for effective sales.
- Discovery in sales is essential before proposing solutions.
- AI can enhance insights but should not replace human involvement.
- Retention issues should be analyzed by the department and manager.
- Sales talent can come from diverse backgrounds, not just industry-specific.
- Effective onboarding includes practice and role-playing.
- Transparency and honesty build trust with clients and employees.
- Success is defined by delivering value and ethical behavior.
- A strong reputation is built on how others perceive you.
Chapters
00:00 Introduction and Background
02:52 Sales Philosophy and Customer Understanding
06:06 AI in Sales and Analytics
08:55 Hiring and Onboarding Sales Talent
12:13 Retention Strategies in Sales
15:04 Defining Success in Sales and Leadership
18:05 Closing Thoughts and Personal Insights
