Systematizing Go-To-Market Hiring: Data-Driven Candidate Selection for Sales Teams

This article examines how quantitative analysis can improve go-to-market team hiring by identifying attributes that correlate with success. Mark Roberge's regression analysis at HubSpot revealed that preparation, adaptability, domain experience, and intelligence predict quota attainment, while closing ability correlated negatively. Structured interviews and situational judgment questions significantly improve hiring predictive power compared to unstructured approaches.