Join hosts Kevin Lawson and Sean O’Shaughnessey on this revealing episode of “Two Tall Guys Talking Sales” where they dive deep into the intricacies of hiring and motivating sales teams. Whether you’re a solopreneur or heading a growing business, this episode delivers crucial insights into creating a robust sales force to propel your business forward.
Key Topics Discussed
- Hiring Challenges and Solutions [00:00:00]: Kevin opens the discussion by highlighting the universal challenge of hiring effective sales personnel, emphasizing their critical role in delivering solutions to the market.
- Diversity in Sales Recruitment [00:01:19]: Sean expands on the need for a varied recruitment strategy that aligns with business geography and market scope, from local to global scales.
- Strategic Hiring Practices [00:02:00]: The conversation shifts towards strategic hiring, avoiding common pitfalls, and setting up a structured hiring process.
- Aligning Sales and Hiring Processes [00:03:42]: Kevin parallels the sales process with hiring, stressing the importance of a methodical approach to selecting the right candidates.
- Cultural Fit and Skills Assessment [00:04:52]: This section discusses the importance of cultural fit and rigorous skills assessment in the hiring process, which ensures candidates align with company values and capabilities.
- Long-term Sales Success [00:06:48]: Sean discusses the broader implications of hiring decisions for long-term sales success and the essential qualities of a top-notch salesperson.
Key Quotes
- Kevin Lawson [00:00:00]: “When it comes down to delivering your solution to the market, that solution is often sold and carried forward by a salesperson.”
- Sean O’Shaughnessey [00:02:17]: “You can’t have the strategy to grow at 3X this year if you don’t have enough people or a big enough factory.”
Additional Resources
- Episode with Steve Caton: Revisit the discussion on alternatives to hiring and outsourcing parts of the sales department. https://sites.libsyn.com/458454/site/from-zero-to-sales-hero-steve-catons-strategies-for-small-business-growth
- Predictive Analysis Tests: Objective Management Group (OMG) is the leading provider of sales team analyses, salesperson evaluations, and sales candidate assessments. https://salesxceleration.com/news-events/sales-xceleration-and-objective-management-group-partner-to-optimize-your-sales-team/
Summary
In this episode, Kevin and Sean tackle the often-overlooked but vital elements of building a successful sales team. From the necessity of a diverse hiring strategy to aligning the recruitment process with your business’s sales methodology, they cover a spectrum of topics that promise to enhance your hiring practices. Insightful, practical, and filled with expert advice, this episode is a must-listen for anyone looking to scale their sales efforts effectively. Tune in to “Two Tall Guys Talking Sales” to transform your approach to hiring and watch your business grow!
To understand if your company is doing a great job in sales, take this quick and easy 10-question assessment: https://salesxceleration.com/sales-agility-assessment/?locationid=26671639
