Masters of Sales Hiring: Dini Mehta on Rewriting the Rules of Building a Sales Team

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Welcome back to our mini-series of The Debrief podcast, Masters of Sales Hiring. Hosted by BrightHire Co-Founder Teddy Chestnut, the series features conversations with today’s top sales leaders, sharing their candid stories about building world-class sales teams.

Today’s guest is Dini Mehta. Dini was most recently CRO at Lattice and has also led sales teams at Drawbridge and Quantcast. 

In the conversation, Dini chats about rewriting the rules of sales, her proven strategies for retaining employees, two common hiring traps that can ensnare sales leaders, and much more.

Check out the highlights from our conversation: 

How Dini rewrote the rules of sales. (2:11) – Over Dini’s five years at Lattice, she grew the sales team from 10 to 200 people. The key to her success? She didn’t follow the traditional approach when building her sales team. Instead she rewrote the rules by replacing scarcity and fear with an organization that valued culture and people over everything. 

Why Dini chose to hire for competencies over experience. (5:13) – To build the right culture, Dini knew she needed to hire people who exemplified the company’s values, regardless of their HR tech experience. To do this, she instituted competencies into the hiring process,

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