Welcome back to our mini-series of The Debrief podcast, Masters of Sales Hiring.

Today’s guest is Holly Procter, SVP - Global Head of Sales at Clari. Over her time leading sales teams at LinkedIn, WeWork, and Clari, Holly has concluded that the saying “a great seller is a great seller” isn’t always true. Instead, she’s learned to hire people who have the right skills for the company’s sales environment.

In the conversation, Holly shares how to assess your company’s environment and determine the skills you should be hiring for, how to hire for potential vs. experience, what to look for in internal and external leadership candidates, and how to build the right team when expanding into new markets.