58 min
#279: How To Find, Hire and Retain a Rockstar Salesperson Intentional Growth
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- Entrepreneurship
Does the thought of hiring a sales rockstar give you a stomachache? If so, you’re not alone. The anxiety can be a result of a huge variety of reasons; brand and reputation risk, paying people what you think is “too much”, designing the right compensation plans, company cash flow issues, and we can’t forget - the thought of dealing with the difficult personalities of the stereotypical “salesperson”. These are all valid reasons to have anxiety, but it doesn’t have to be this way and is not a good excuse to figure out what to do about it.
On today’s show, we have Doug C. Brown on the show who talks about how to find, properly hire and engage top performing sales people. He draws on an extensive background and experience as the CEO of Business Success Factors where he has coached, consulted and advised thousands of people in business, as well as companies like Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others. He has also served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney.
What You Will Learn
Doug’s view on how sales and marketing work together
Why it’s GOOD if your top sales performer makes more money than anyone else in the company - even you, the owner!
What to do with the salesperson’s resume during the interview process
Why a top performing salesperson wouldn’t be happy with 20 hour weeks and $175,000
How listening to your top sales performers can help you identify your next product or service
The key features a top performing salesperson has and how to identify them in the hiring process
What can make a top performing salesperson frustrated and how to deal with it
Why it’s important to make room for the “mavericks” in your company processes and procedures
Why you shouldn’t have to motivate a salesperson to get up and grind
Why it’s so important to keep consistency in your process of hiring salespeople
What “Will to Sell” is and why it’s such an important characteristic to understand when hiring
How to identify emotional resiliency with a sales person
The measurable characteristics of a great salesperson who is able to close a deal
Why it’s important to NOT hire your top producer as a manager
Doug's strategic angle to find good, confident salespeople
Bio:
Doug C. Brown is a high
Does the thought of hiring a sales rockstar give you a stomachache? If so, you’re not alone. The anxiety can be a result of a huge variety of reasons; brand and reputation risk, paying people what you think is “too much”, designing the right compensation plans, company cash flow issues, and we can’t forget - the thought of dealing with the difficult personalities of the stereotypical “salesperson”. These are all valid reasons to have anxiety, but it doesn’t have to be this way and is not a good excuse to figure out what to do about it.
On today’s show, we have Doug C. Brown on the show who talks about how to find, properly hire and engage top performing sales people. He draws on an extensive background and experience as the CEO of Business Success Factors where he has coached, consulted and advised thousands of people in business, as well as companies like Enterprise-Rent Car, Nationwide, Intuit, Proctor and Gamble, CBS television, and others. He has also served as an independent President of Sales and Training for companies run by Tony Robbins, Chet Holmes, and Russ Whitney.
What You Will Learn
Doug’s view on how sales and marketing work together
Why it’s GOOD if your top sales performer makes more money than anyone else in the company - even you, the owner!
What to do with the salesperson’s resume during the interview process
Why a top performing salesperson wouldn’t be happy with 20 hour weeks and $175,000
How listening to your top sales performers can help you identify your next product or service
The key features a top performing salesperson has and how to identify them in the hiring process
What can make a top performing salesperson frustrated and how to deal with it
Why it’s important to make room for the “mavericks” in your company processes and procedures
Why you shouldn’t have to motivate a salesperson to get up and grind
Why it’s so important to keep consistency in your process of hiring salespeople
What “Will to Sell” is and why it’s such an important characteristic to understand when hiring
How to identify emotional resiliency with a sales person
The measurable characteristics of a great salesperson who is able to close a deal
Why it’s important to NOT hire your top producer as a manager
Doug's strategic angle to find good, confident salespeople
Bio:
Doug C. Brown is a high
58 min