The Candidate Is Only Half The Hire
A strong salesperson can still struggle in the wrong environment. SCALE helps us assess both sides of the hire - the candidate and the business they’re joining, so we can make better-informed hiring decisions.
Why SCALE Exists
Sales hires often fail because the person and the environment don’t match.
A candidate may have performed brilliantly elsewhere, but differences in sales motion, targets, compensation, leadership, enablement or career expectations can completely change whether they succeed.
SCALE helps us identify those gaps before the hire is made and keep expectations aligned once the person joins.
The Five Dimensions
SCALE looks at the five areas that most influence whether a salesperson is likely to succeed in a particular business.
S
Sales Motion & Role Fit
Does the company's actual sales motion - deal complexity, cycle, buyer level, match what this candidate has genuinely sold, or can credibly adapt to ?
C
Compensation & Quota Alignment
Is the package competitive and the quota realistic and do they meet the genuine expectations of a candidate performing well in the role ?
A
Activation & Enablement Support
Does the business have the tools, process and onboarding to set this person up to succeed and can the candidate operate within the support that actually exists?
L
Leadership & Coaching
How will the manager lead, coach and develop this person and does their style fit how this candidate performs best ?
E
Evolution & Career Alignment
Does the role offer the progression and development this candidate needs and is the candidate the right fit for where the company is genuinely going ?
How SCALE Works
We use the same five dimensions to understand both sides of the hire - the environment and the candidate.
Understand The Environment
We assess the sales motion, targets, compensation, enablement, leadership and career environment so we know what the person will actually be joining.
Assess The Candidate Against It
We assess shortlisted candidates against those same areas to identify where the fit is strong, where expectations differ and where potential issues may appear.
How We Use SCALE
SCALE is built into the way we work, helping us define the requirement, assess candidates and carry the same expectations through into onboarding.
As Part of a Hiring Engagement
SCALE is used within our Sales Hiring Partnership and Critical Hire Search to help us understand the environment first, assess candidates against it and identify potential gaps before a hiring decision is made.
As an Independent Assessment
We can review your sales hiring environment independently, either before you begin a search or before you engage us for ongoing hiring support. It gives you a clear view of what is working, where there may be gaps and what could be improved before you make your next hire.