Unveiling the Flaws in Traditional Interviewing Practices

Building Elite Sales Teams

Building Elite Sales Teams

36:16

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2 роки тому 4:52

MP3•Головна епізоду

Summary

Lucas Price discusses the common practices that companies use during interviews that often lead to hiring the best interviewers instead of the best employees for the role. He emphasizes the importance of proper planning and provides strategies to make the interviewing process more accurate. Lucas suggests carefully selecting and planning out each question ahead of time, asking a smaller number of questions with potential follow-ups, using work samples for sales roles, incorporating behavioral interview questions for complex jobs, using a consistent scorecard, and conducting debrief meetings to ensure a thorough evaluation of candidates.

Take Aways

Plan each interview question ahead of time and have potential follow-ups ready to go deep into each question.
Use work samples, such as role plays, to assess a candidate's performance on the job.
Behavioral interview questions are particularly effective for complex jobs, as they require candidates to share specific stories about how they've handled similar challenges.
Utilize a consistent scorecard with the most important traits for the job to maintain objectivity and focus on what matters for success.
Conduct debrief meetings to discuss candidates and consider different perspectives, ensuring a well-rounded evaluation.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

Mentioned in this episode:

BEST Outro

BEST Intro

66 епізодів

Unveiling the Flaws in Traditional Interviewing Practices

published 2 роки тому

Поширити

MP3•Головна епізоду

Summary

Take Aways

Plan each interview question ahead of time and have potential follow-ups ready to go deep into each question.
Use work samples, such as role plays, to assess a candidate's performance on the job.
Behavioral interview questions are particularly effective for complex jobs, as they require candidates to share specific stories about how they've handled similar challenges.
Utilize a consistent scorecard with the most important traits for the job to maintain objectivity and focus on what matters for success.
Conduct debrief meetings to discuss candidates and consider different perspectives, ensuring a well-rounded evaluation.

Learn More: https://www.yardstick.team/

Connect with Lucas Price: linkedin.com/in/lucasprice1

Connect with Dr. Jim: linkedin.com/in/drjimk

Mentioned in this episode:

BEST Outro

BEST Intro

66 епізодів

All episodes

Building Elite Sales Teams

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38 weeks тому37:48

37:48

Summary Lucas Price is joined by Mike Kavanagh, Regional VP of Sales at Zendesk, to discuss the evolution sales teams face in transitioning from selling technical solutions to selling business outcomes. Mike shares insights from his 15 years of experience, including the importance of continuous discovery, multi-threaded selling, and cultivating a learner’s mindset. Learn key strategies for developing business acumen within sales teams, engaging multiple stakeholders, and honing essential sales skills amidst economic shifts. This episode is packed with actionable advice for building and leading elite sales teams in today's challenging market. Take Aways Attitude and Effort : Critical traits for any salesperson that can't be taught but must be inherently possessed. Continuous Learning : Sales is constantly evolving; maintaining a learner's mindset is crucial for long-term success. Effective Discovery : Discovery is an ongoing process, with every interaction deepening the understanding of the client’s needs and priorities. Parallel Sales Process : Avoid linear sales approaches by running parallel processes like legal reviews and technical checks simultaneously to streamline deals. Multi-threading in Sales : Always involve key stakeholders, including finance and IT, early in the sales process to ensure alignment and avoid last-minute deal disruptions. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

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BEST Snippet -Unlocking the Secrets to Hiring Top-Performing Sales Reps - Mike Muhfelder 10:39

39 weeks тому10:39

10:39

Summary Lucas Price and veteran sales leader Mike Muhlfelder discuss strategies for effectively screening sales candidates. Mike shares his experiences and insights from over 30 years in B2B sales. They dive into critical questions to identify top talent, the importance of accountability, and how salespeople can communicate their value. Learn practical tips for navigating the complexities of hiring in the sales field and ensuring candidate-driven success. Join the conversation to enhance your hiring process and build an elite sales team. Take Aways Challenge of Predicting Success: Interviews alone aren't always indicative of a candidate’s future performance in sales roles. Importance of Personal Accountability: It’s crucial to understand if a candidate takes responsibility for their situation or shifts blame when things go awry. Effective Screening Questions: Asking questions to determine a candidate's motivation and their ability to simplify complex topics can provide valuable insights. Role of Context in Job Performance: Changes in comp plans or territories test a salesperson’s resilience and adaptability. Learning from Experience: Mike shares that valuable hiring lessons often arise from dealing with previous hiring mistakes. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode: https://bit.ly/49auC8O Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

Building Elite Sales Teams

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BEST Snippet - Elevating Sales Teams Through Effective Leadership - Wesleyne Whittaker 11:49

40 weeks тому11:49

11:49

Summary Join Lucas Price as he speaks with Wesleyne Whittaker, founder of Transformed Sales, about developing sales managers into effective leaders and coaches. Wesleyne shares her journey from chemist to sales expert, emphasizing the importance of process-oriented approaches. They discuss common pitfalls in managing front-line leaders, the significance of mindset shifts, and creating individualized coaching plans. The conversation also underscores the need for a culture of continuous learning and the role of upper management in championing change. Take Aways Sales managers often lack essential management and leadership skills as organizations focus more on tactical training for sales reps. Initiating open, honest conversations to identify skill gaps is crucial for creating individualized coaching plans for sales managers. Newly promoted sales managers need a significant mindset shift and should spend their initial period engaging in research and discovery within their teams. Organizations should use data-driven assessments to measure management effectiveness and create customized development programs. Persistence in training and development efforts is key—celebrate small wins to maintain momentum and foster a supportive learning culture. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Wesleyne Whittaker: linkedin.com/in/wesleyne Check out the full episode here : https://bit.ly/42cmgM1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Outro BEST Snippet Intro…

Building Elite Sales Teams

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BEST Snippet: Sustaining Sales Excellence in a Fast-Paced World - Tracy Linne 11:01

41 weeks тому11:01

11:01

Summary Lucas Price hosts Tracy Lynn, founder of Revenue Motions, to explore how sales teams can thrive despite changing environments. Tracy discuses the importance of prioritizing people, implementing a structured recruiting strategy, and the critical role of fairness and mission alignment in hiring. She highlights how designing a robust people strategy is comparable to creating a go-to-market plan. Lucas reflects on treating the sales team dynamically, considering what each new hire adds to the existing group. Tune in for insights on building adaptive, high-performing sales teams. Take Aways Focus on People: Prioritize people over process and technology to build high-performing sales teams. Long-Term Strategy: Adopt a long-term, marathon mindset for sustainable growth and agile adaptability. Mission Alignment: Ensure that the sales team’s mission is integrated with the company's overarching mission. Fair and Inclusive Hiring: Implement fairness in recruiting to attract and retain top talent and mitigate biases. Continuous Communication: Maintain tight, well-orchestrated communication across teams to support unified objectives. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode: https://bit.ly/3YS1ZLO Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Tracy Linne : linkedin.com/in/tracy-linne Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

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BEST Snippet -Junior AE, Senior AE: The Secret to Seamless Promotions - Joe McNeill 10:54

42 weeks тому10:54

10:54

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43 weeks тому11:59

11:59

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Building Elite Sales Teams

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44 weeks тому10:56

10:56

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BEST Snippet - Work Hard, Play Hard: Crafting a High-Energy Sales Culture 9:52

45 weeks тому9:52

9:52

Summary Lucas Price interviews Dan Dionne, VP of Sales at Review Wave, on building elite sales teams. Dan shares insights from his journey, including his time at CarGurus during its hypergrowth phase. They chat about hiring 'A' players, the balance of fun and accountability in team culture, and the importance of continuous training with real-time call reviews and live battle cards. Dan emphasizes maintaining high energy and clear performance expectations to keep teams motivated and productive. Discover actionable strategies for developing a successful, high-performing sales environment. Take Aways Hire with a Plan : It's crucial to meticulously define the attributes of an 'A' player and stick to this blueprint to avoid bad hires that can impede team performance. Celebrate Wins : Keeping morale high through celebrating small and large victories fosters a productive and engaging work environment. Structured Training : Continuous training and the use of tools like live battle cards are essential for maintaining high performance and adaptability in sales. Maintaining Balance : While promoting a fun and energetic culture is important, maintaining accountability and performance metrics is key to success. Adaptability in Sales : The ability to push through objections and continue probing for solutions is a critical skill for sales success. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Full Episode: https://bit.ly/49GxDif Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

Building Elite Sales Teams

1
BEST Snippet - Hiring Stars: How to Build an Elite Sales Team from Scratch - Chip Neal 10:52

46 weeks тому10:52

10:52

Summary Lucas Price sits down with Chip Neal, VP of Sales at Abacus Technology, to explore the art of building elite sales teams. With 35 years of sales leadership experience, Chip emphasizes the importance of identifying exceptional talent, training them to meet high standards, and fostering an environment where they can thrive. Discover how emotional intelligence plays a crucial role in sales and why talent is irreplaceable. Gain insights into Chip's interview strategies and learn from his experiences on recognizing the right person for the right job. Take Aways Finding the Right Talent : Focus on hiring individuals who possess exceptional skills and fill gaps within the team, rather than just mirroring your qualities. Training and Accountability : Provide clear expectations and continuous support to develop a well-rounded and accountable team. Emotional Intelligence : Evaluate candidates’ emotional intelligence through scenario-based questions and role-playing exercises to gauge their ability to handle stress and maintain integrity. Self-awareness in Leadership : Successful leaders must be self-aware, hiring individuals who complement their weaknesses and have the potential to take over their roles. Talent Over Tools : While sales tools and products are important, the innate and learned talents of individuals are paramount in building an elite team. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Chip Neal: linkedin.com/in/chip-neal-5211938 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode Link: https://podcast.yardstick.team/episode/how-to-avoid-settling-for-mediocre-sales-talent-by-challenging-the-standards/ Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Snippet Intro BEST Snippet Outro…

Building Elite Sales Teams

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BEST Snippet - The Anatomy of a Perfect Sales Hire: Scorecards and Beyond Featuring Kyle Norton 10:20

47 weeks тому10:20

10:20

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Building Elite Sales Teams

1
The Power of Transparency: How to Successfully Navigate Change in Sales Organizations (Best of Series) 24:51

48 weeks тому24:51

24:51

Summary In this episode, Dr. Jim interviews Lucas Price, the founder of Yardstick, about building elite sales teams and effectively communicating change within a sales organization. They discuss the challenges of managing rapid change, the impact of change on sales reps, and strategies for communicating change without losing team members. Lucas shares his experiences as a sales leader and provides insights into how to navigate changes in a sales organization. He emphasizes the importance of transparency, setting the stage for change, and creating a culture of collaboration and trust. Take Aways The only constant in sales is constant change, and sales leaders need to effectively communicate changes to their teams. Early-stage reps are more likely to embrace change and see it as an opportunity for growth and development. As an organization scales, changes can disproportionately affect different groups, and it's important to communicate the reasons behind the changes and the opportunities they present. Building trust and transparency through regular communication and feedback is crucial for successful change management. Account managers and customer success managers should establish strong relationships with customers before communicating price changes, and provide data and reasons for the changes to help customers understand the value. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

1
Why Knowing Your Product Differentiators is Crucial for Success 34:41

49 weeks тому34:41

34:41

Summary Lucas Price interviews Pete Scharber on building elite sales teams by honing in on true product differentiators. Pete shares his journey from his early career to sales leadership, emphasizing the importance of honesty in identifying market fits, fostering team camaraderie, aligning compensation with objectives, and navigating tough executive conversations. The episode is rich with insights on authentic leadership, strategic market focus, and boosting sales team morale. Take Aways Honesty and Transparency: Success in sales requires a candid assessment of organizational strengths and weaknesses to determine competitive differentiators. Strategic Focus: Aligning sales efforts with core competencies and long-term strategic goals prevents wasted resources and enhances win rates. Team Dynamics: Building a supportive and motivated sales team hinges on open communication, celebrating wins, and fostering a culture of belief and camaraderie. Effective Compensation Plans: Uncapped and well-aligned compensation plans motivate sales teams to maintain high performance and drive company-wide objectives. Continuous Learning: Learning from both successes and failures, and incorporating these lessons into ongoing strategies, ensures continuous improvement and resilience. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

1
From Startup to Exit: Lessons Learned on the Journey to Success (Best of Series) 23:42

50 weeks тому23:42

23:42

Summary In this episode of "Building Elite Sales Teams," Dr. Jim interviews Lucas Price, the founder of Yardstick and former VP of Sales at Zipwhip. Lucas shares his journey of scaling Zipwhip's sales organization from less than a million dollars in ARR to over a hundred million dollars. He discusses the importance of aligning the sales leader's vision with the founder's vision, the role of self-awareness and adaptability in leadership, and the impact of hiring on the success of a company. Lucas also emphasizes the need to prioritize important tasks over urgent ones and shares insights on finding a competitive advantage in hiring. Take Aways Finding the truth about your sales organization is crucial for success. Aligning the sales leader's vision with the founder's vision is essential for growth. Self-awareness and adaptability are key traits for sales leaders in a rapidly changing environment. Hiring the right people has a significant impact on the success of a company. Prioritizing important tasks over urgent ones is crucial for long-term success. Finding a competitive advantage in hiring can attract top talent to your organization. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

1
Optimizing Sales with Operations and Enablement 35:06

51 weeks тому35:06

35:06

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Building Elite Sales Teams

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Bridging Cultural Fit and Sales Strategy for Unmatched Growth 35:16

52 weeks тому35:16

35:16

Summary Lucas Price and Zahra Jiva, Director of Sales Strategy at Pipedrive, chat about building a people-centered sales organization. They explore connecting mission to individual goals, the importance of transparent decision-making, and strategies for creating high-performing teams. Zahra shares insights on hiring practices, maintaining team alignment, and the critical role of strong discovery calls in sales success. Gain actionable tips on fostering a rewarding work environment and the importance of self-awareness in driving team performance. Discover how culture and strategic thinking contribute to sales excellence at Pipedrive. Take Aways Importance of People-Centered Organizations : Aligning company mission with individual goals fosters strong team cohesion and performance. Hiring for Cultural and Departmental Fit : Thorough hiring processes ensure new hires resonate with company values and adapt to team dynamics effectively. Effective Onboarding and Retention Strategies : Regular team events, professional growth opportunities, and transparent communication are crucial for maintaining a motivated workforce. Critical Role of Discovery in Sales : Conducting comprehensive discovery at the beginning of a sale sets the stage for successful deal outcomes. Proactive Problem-Solving : Encouraging self-awareness and openness among team members helps address potential challenges proactively. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Zahra Jiva: linkedin.com/in/zahra-jivá Mentioned in this episode: BEST Outro BEST Intro…

Building Elite Sales Teams

1
How to Avoid Settling for Mediocre Sales Talent by Challenging Your Standards 28:05

1 year тому28:05

28:05

Summary Chip Neal shares his insights on building elite sales teams. He emphasizes the importance of finding the right talent, training them to meet expectations, and then allowing them to excel in their roles. Chip believes that hiring individuals who are smarter than you and have unique talents is crucial for building a successful team. He also highlights the significance of emotional intelligence in sales and suggests using role-playing scenarios during the interview process to assess a candidate's reactions and problem-solving skills. Chip advises sales leaders to challenge their standards, avoid settling for mediocre candidates, and focus on traits such as empathy, listening skills, drive, and problem-solving abilities when evaluating potential team members. Take Aways Building an elite sales team starts with finding exceptional talent that is smarter than you and fills a void in your team. Emotional intelligence is crucial in sales, and candidates should be evaluated based on their reactions to challenges and their ability to maintain integrity. Role-playing scenarios during the interview process can provide valuable insights into a candidate's problem-solving skills and suitability for the role. Avoid settling for candidates who do not meet your standards and challenge yourself to find unique talent that will elevate your team. Attention to detail, character, integrity, and trustworthiness are non-negotiable traits when building a high-performing sales team. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Chip Neal: linkedin.com/in/chip-neal-5211938 Mentioned in this episode: BEST Intro BEST Outro…

Building Elite Sales Teams

1
The Painful Realizations that Lead to Positive Change in Sales Leadership 33:16

1 year тому33:16

33:16

Summary In this episode of Building Elite Sales Teams, Lucas Price interviews Matt Buchalski, a sales leadership professional with over 15 years of experience. They discuss the importance of personal development and feedback in becoming a great sales leader. Matt also shares his passion for educating salespeople about their finances and how to build a financial legacy. He emphasizes the power of communication and building strong relationships with your team. Tune in to learn valuable insights on leadership and personal growth from Matt's own experiences. Don't miss out on this episode of Building Elite Sales Teams! Take Aways Building relationships with direct reports and leaders alike is crucial for team cohesion and fostering an inclusive environment for strategic discussions. Asking the right, sometimes simple, questions is critical when sorting through complex or conflicting feedback from various organizational levels. Personal development is imperative for professional growth; sometimes the path to becoming a better leader involves confronting and transforming deeply ingrained personal habits. Financial literacy for sales professionals should extend beyond making successful sales to understanding how to transform monetary success into long-term wealth. The journey of self-improvement is as important for a leader personally as it is professionally; they blend together to produce a more effective, balanced leader. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Matt Buchalski: linkedin.com/in/matthewbuchalski Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

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Building a World-Class Sales Development Team 37:33

1 year тому37:33

37:33

Summary In this episode of "Building Elite Sales Teams," Lucas Price interviews Justin Otley, VP of Global Sales Development at Talkdesk. They discuss the misconception that outbound is dead and how the tactics for successful outbound have evolved. Justin emphasizes the importance of relevance over personalization and the power of phone calls in prospecting. He also shares insights on building a high-performing sales development organization, including the value of career paths and aligning with leadership teams. If you're looking to optimize your outbound strategy and develop a world-class sales development team, this episode is a must-listen. Take Aways Cold calling remains a vital component of successful outbound strategies, with social media and email following in importance. Campaigns targeting outbound sales should focus on Persona mastery over product knowledge for more significant impact. The modern outbound sales process involves integrating below-the-line contacts to gather intel and upwardly influence decision-makers. Developing internal talent pathways is crucial, ensuring that SDRs are motivated and have clear career progression opportunities. Metrics and coachability are used to evaluate potential hires, emphasizing the need for resilience and fast application of feedback during recruitment. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Justin Otley : linkedin.com/in/justinotley Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

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The Art of Onboarding: How to Build a High-Performing Sales Team 40:44

1 year тому40:44

40:44

Summary In this episode of Building Elite Sales Teams, Lucas Price interviews Barrett King from New Breed about the importance of onboarding new employees and how it is connected to the hiring process. Barrett shares his background in sales and sales leadership and discusses the role of communication and problem-solving in sales. He emphasizes the need to understand how people learn and adapt the onboarding process to meet their individual needs. Barrett also highlights the importance of patience and being intentional in the onboarding process. Overall, this episode provides valuable insights into building successful sales teams. Take Aways Intentional Onboarding: Effective onboarding is vital to set the stage for a new employee's success and the building of high-performing teams. Learning and Adaptation: Recognizing individual learning styles and preferences is key to delivering an impactful training experience. Striking Balance: While foundational training is necessary, allowing new hires to formulate their own processes within provided guardrails is beneficial. Patience and Perspective: Success may not be immediate; understanding and patience in the early stages of onboarding can lead to better long-term outcomes. Connecting Experiences: Drawing on personal history and past professional roles can tremendously inform one's approach to sales leadership. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Barrett King: linkedin.com/in/barrettjking Mentioned in this episode: BEST Outro BEST Intro…

Building Elite Sales Teams

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Transforming Feedback into Fuel for Sales Success 30:50

1 year тому30:50

30:50

Summary Lucas Price hosts Dana Smith, Vice President of Sales at PlanView, to explore the crucial aspects of building elite sales teams, focusing on cultivating a culture that welcomes unfiltered feedback. Smith shares his journey from entry-level positions to leadership roles across the IT and telecom industries, emphasizing the importance of experiencing and providing candid feedback for team development. He discusses the significance of being intentional in leadership, fostering diversity within teams, and the balance between emotional intelligence and result-oriented feedback. Take Aways A culture of unfiltered feedback is crucial for high-performing teams, demanding genuine care and openness from leadership. Building diversity within teams leads to richer dialogues and a broader spectrum of perspectives, driving informed decision-making. Emotional intelligence is a learned trait in successful management, advocating for a disciplined, consistent approach to leadership. It's valuable to hire the right people from the start and to act decisively when alignment falters, avoiding the cost of "watering weeds." Leaders should model the consistency they expect from their team, maintaining fixed schedules for one-on-ones and other important meetings. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Dana Smith: linkedin.com/in/danasmithsr Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

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Engineering Moments of Success: How to Get Your Sales Team to Embrace New Messaging 34:26

1 year тому34:26

34:26

Summary Ed Lynes, founder and managing partner of Woden, joins Lucas Price to discuss the importance of effective messaging in building an elite sales team. They emphasize the need for sales reps to be involved in the messaging development process and share their perspectives on the world. By aligning the sales team behind a compelling message, companies can increase funnel efficiency and drive better results. They also discuss common mistakes to avoid, such as starting too tactically and keeping messaging siloed. Overall, crafting a shared belief and purpose is key to successful messaging. Take Aways Effective messaging should be developed collaboratively with sales teams to ensure resonance with actual market dynamics. A shared belief and perspective between a company and its prospects are vital for successful sales storytelling. Funnel efficiency, or the lack thereof, can be indicative of a messaging problem that needs addressing. Ensuring early adopters within the sales team can validate and demonstrate the success of the messaging is key to wider adoption. Consistent and impactful messaging can transform customer interactions and foster the growth and scaling of a company. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Ed Lynes: linkedin.com/in/edwardtlynes Mentioned in this episode: BEST Outro…

Building Elite Sales Teams

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Leading Through Change: How to Successfully Navigate Sales Pivots 30:14

1 year тому30:14

30:14

Summary Lucas Price chats with Tyler Kelly, President of Basis Technologies, about the challenges and strategies involved in transforming sales teams. With over two decades in the digital media industry, Tyler shares his journey from sales to leadership, emphasizing the crucial shift from selling to small markets to engaging with clients that have over $20 million in digital media spending. The conversation covers Kelly's approach to management, the importance of adapting sales strategies, and the differentiation between direct sales and agency sales teams. Key insights include the value of leadership by example, clear communication, focusing on a specific customer identification process, and the necessity of maintaining professional relationships for long-term success. Take Aways When facing major strategic shifts, sales leaders must take the initiative to set an example for their teams to follow. Simply declaring a change in the approach is not sufficient; implementing and enforcing accountability is key to ensure the new strategy takes hold. Persistent and transparent communication, combined with instilling confidence in the team, is essential during transitions. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Tyler Kelly: linkedin.com/in/tylerkellycentro Mentioned in this episode: BEST Intro BEST Outro…

Building Elite Sales Teams

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Navigating Negative Changes in Sales Organizations: A Sales Leader's Guide 27:06

1 year тому27:06

27:06

Summary In this episode of Building Elite Sales Teams, host Lucas Price chats with veteran sales leader David Archer about navigating negative organizational changes within sales teams. This discussion is especially relevant to those who aspire to manage their sales teams effectively, despite facing the potential for adverse effects on their team members. Throughout their conversation, Lucas and David dive into the impact of sales culture, change management strategies, and sustaining team performance under challenging circumstances. They emphasize the notion that building a resilient sales organization is especially critical when navigating changes that might not be perceived positively by all team members. The conversation has valuable insights into ensuring team members are supported and maintaining open communication channels to manage and leverage the dynamics of change. Take Aways * Sales leaders must be purposeful and provide a clear understanding of the 'why' behind changes, aligning messaging across the organization. * Building a company culture that rewards rather than punishes risk-takers, regardless of the outcome, is crucial for adaptability and resilience. * Sales is a team sport, requiring close collaboration, peer coaching, and internal communication to achieve success. * Change management should focus on preparing the back office and ensuring all team members understand their role in supporting the frontline sales effort. * Persistent effort and the ability to navigate successes and failures define a sales professional's journey and growth Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with David Archer: linkedin.com/in/davidmarcher Mentioned in this episode: BEST Outro BEST Intro…

Building Elite Sales Teams

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The Art and Science of Sales: Balancing Data and Qualitative Skills 31:17

1 year тому31:17

31:17

Summary In this episode of Building Elite Sales Teams, Lucas Price chats with Michelle Benfer, a dynamic SVP at Bill. This session dives deep into the art and science of constructing top-tier sales organizations, highlighting the pivotal role of data infrastructure and personalized coaching. With Michelle's deep expertise, the conversation explores the delicate balance between analytics and human intuition in crafting a successful sales strategy. Listeners are treated to a voyage through Michelle's personal sales journey, from her formative experiences to her current role at Bill. This conversation is packed with actionable strategies on maximizing the potential of sales teams. Take Aways * The art of sales coupled with data can optimize performance and enhance team success. * Coachability and intellectual curiosity are critical qualities when hiring effective sales professionals. * A substantial part of a sales manager's role is coaching their team to drive high returns on the investment in personnel. * A healthy sales organization reflects a bell curve in performance, emphasizing the importance of strengthening the middle tier. * Consistency and pattern recognition in top sales performers’ activities can help uplift overall team performance. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Michelle Benfer: linkedin.com/in/michellehughesbenfer Mentioned in this episode: BEST Intro BEST Outro…

Building Elite Sales Teams

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Score-carding for Success- How to Build an Elite Sales Team 31:31

1 year тому31:31

31:31

Summary Kyle Norton shares his insights on building elite sales teams. He emphasizes the importance of talent, systems engineering, playbooks, coaching development, and culture in creating a high-performing sales organization. He highlights the significance of repeatability and consistency in achieving success. Kyle also discusses the key elements of a scorecard and the importance of structured interviews to make better hiring decisions. Take Aways Talent, systems engineering, playbooks, coaching development, and culture are the key elements of building an elite sales organization. Repeatability and consistency are indicators of a well-functioning sales system. The performance of the middle-class salespeople is a better measure of a sales leader's abilities than the performance of top performers. Scorecards help eliminate cognitive biases and ensure consistent evaluation of candidates. Mindset, skills, and specific knowledge are important criteria to consider in a scorecard. Asking follow-up questions and digging deeper during interviews helps assess candidates' mindset and abilities. Triangulating data from scorecards, references, and other sources is crucial for making informed hiring decisions. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Kyle Norton: linkedin.com/in/drjimk Music credit: Epicaly by LiteSaturation Featured mentions: https://www.owner.com/ Mentioned in this episode: BEST Intro BEST Outro…

Building Elite Sales Teams

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Trusting Your Gut in Hiring: When to Double Down and When to Move On 34:15

1 year тому34:15

34:15

Summary In this episode of Building Elite Sales Teams, host Lucas Price chats with John Pellet to unravel the tactics and strategies behind building high-performance sales teams in the tech industry. John sheds light on the delicate balance between coaching underperforming team members and making tough decisions about staffing changes. Listeners are invited into John's world, marked by resilience, adaptability, and the relentless pursuit of excellence. John shares his personal journey from aspirational sports business graduate to a technology sales leader, reflecting on the shifts he navigated when selling cloud-based services to a skeptical public sector. His anecdotes highlight the importance of evangelizing new technology and illustrate the grind necessary for success. The conversation also touches on the value of hiring the right people, evaluating their potential, and the critical role continuous coaching and leadership play in nurturing high-performing sales organizations. Take Aways The right team members are a cornerstone of success; invest time in relentless recruiting to find the right fit for your sales team. Grit, resilience, and coachability are key traits to look for in potential hires, far surpassing industry experience or past sales records. Inspire, coach, and inspect: John Pellet emphasizes a linear process that starts with inspiring team members, leading to effective coaching and followed by business inspection. Sales leadership requires a pivot from individual contributions to orchestrating a team, with a focus on development and performance optimization. Making data-driven and scientifically structured interview processes can help reveal a candidate's true potential and fit within an organization. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with John Pellet: linkedin.com/in/johnpellet Connect with Dr. Jim: linkedin.com/in/drjimk Mentioned in this episode: BEST Outro BEST Intro…

Building Elite Sales Teams

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Best of Episode: Building a Coaching Culture in Sales 33:10

1 year тому33:10

33:10

Summary In this episode, we explore the nuances of sales management development with Wesleyne Whitaker, an experienced leader in empowering sales managers to excel. Wesleyne offers a deep dive into how companies can shape their frontline sales leadership for lasting success and foster a robust, accountable sales culture. Wesleyne stresses the importance of investing in the development of sales managers and identifies common struggles that companies face, such as inconsistency in leadership quality. She elaborates on the necessity of creating individualized coaching plans, drawing from open and honest conversations with the managers themselves. Emphasizing a mindset shift from solely hitting numbers to nurturing personnel growth, Wesleyne illustrates how these plans guide managers to become more effective leaders. Key insights gleaned from the episode include strategies to transition sales reps to managerial roles, identifying skill gaps, and the importance of managerial self-awareness. Wesleyne provides valuable tips on coaching versus giving feedback, detailing how a true coaching culture benefits both sales teams and their leaders for long-term growth. Take Aways Developing sales managers requires individual coaching plans, based on honest discussions about skill-gaps and management challenges. An effective sales manager must transition from a focus on personal goals to fostering team goals and success. A coaching culture within an organization drives managers to ask strategic questions, guiding reps to identify and overcome their own performance gaps. Feedback is telling someone what they did wrong or right, whereas coaching involves a dialogue that leads to self-identified improvements. Sustaining long-term sales success and skill development necessitates balancing a focus on immediate and future quarters. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Wesleyne: linkedin.com/in/wesleyne or https://transformedsales.us/ Mentioned in this episode: BEST Intro BEST Outro…

Building Elite Sales Teams

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Consistent Communication - The Path to Accountability and High Performance 24:53

1 year тому24:53

24:53

Summary In this episode host Lucas Price is joined by Tim Strickland to delve into cultivating clarity and accountability in high-performing sales teams. The conversation navigates through Tim's remarkable journey from real estate to leading revenue-based roles in major tech companies, providing a real-world backdrop to the discussion on building elite sales units. Key themes include Tim's personal growth through an athletic background, transitioning from individual contributions to impactful leadership, and the role rigorous daily cadences play in driving sales results. Alongside these narratives, the episode expounds on the dynamic interplay between accountability and organizational transformation, emphasizing the patient yet determined effort to foster a culture that prioritizes these values. Take Aways Changing culture to foster accountability in an organization should occur incrementally, focusing on quick wins and leveraging internal change agents for support. Regular and transparent communication, exemplified by daily stand-ups and stand-downs, provides a fertile ground for instilling clarity and accountability in teams. Empathy and honesty, coupled with data-backed points, are crucial for effectively navigating difficult conversations in a leadership role. Building a culture of debate and openness to feedback is essential for the continuous improvement of an organization. The self-expectation of delivering to the fullest potential sets the foundation for a leader to drive accountability within their team. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Tim Strickland: linkedin.com/in/tim-strickland-4a114224 Mentioned in this episode: BEST Outro BEST Intro…

Building Elite Sales Teams

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How Leading with Empathy Helps Build Elite Sales Teams 32:40

1 year тому32:40

32:40

Summary In this episode of Building Elite Sales Teams, Lucas Price sits down with sales leader Jackie Papazian to uncover the secrets behind cultivating high-performing sales teams. As they delve into the relationship between empathy and performance in sales and leadership roles, we all learn about some of the foundational elements needed for exceptional sales performance. Central to the conversation is the role of empathy in fostering a productive sales environment. Jackie advocates for a positive and growth-oriented mentality, emphasizing the importance of hiring for emotional intelligence and coachability. She shares her strategies for mentoring sales professionals, where genuine understanding of clients' needs and a positive cultural fit within the sales team are paramount. Another focal point is the notion of self-reflection for sales leaders, emphasizing the significance of creating a safe and trustworthy space that propels both the individual and collective success. Take Aways High Empathy is vital in sales and leadership, impacting deal outcomes and team dynamics. A Positive Growth Mindset and a data-driven approach are cornerstones of building high-performing sales teams. Continuous Practice and Preparation: Frequent role-playing and listening exercises enhance empathetic understanding and performance. Sales success hinges not only on skills but also on Intrinsic Motivation and Will to exceed goals. Self-Reflection for Leaders is necessary to model the behavior expected from their teams and to cultivate a culture of trust and excellence. Learn More: https://www.yardstick.team/ Connect with Lucas Price: linkedin.com/in/lucasprice1 Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Jackie Papazian: linkedin.com/in/jackiepapazian Mentioned in this episode: BEST Outro BEST Intro…

Building Elite Sales Teams

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Navigating Difficult Conversations: Strategies for New Leaders 26:15

1 year тому26:15