Hiring high-performing teams is no easy feat for CEOs, but when it comes to sales teams, the stakes are exponentially higher.
Achieving your organization's business objectives hinges on building and scaling a successful sales force that drives predictable revenue growth.
But what do you do when sales are stagnant and results fall short of expectations?
It's time to examine how we, as CEOs, have supported the growth of our sales teams.
In a value-packed conversation with Lori Richardson, a renowned sales strategy expert and founder of Score More Sales, we dive into the crucial factors that contribute to building peak performing sales teams.
Lori emphasized the utmost importance of hiring the right people, empowering effective sales leaders, and providing ongoing coaching and support.
Discover how you can revolutionize your sales teams and supercharge your business success with these insights from a true sales guru.
Chapters04:30 Challenges with traditional sales training and accountability
08:37 Importance of hiring the right salespeople and coaching them
09:45 Discussion on the need for training on hiring and assessing candidates
11:27 Importance of setting up a customized assessment for each sales role
13:29 Critique of using personality assessments for hiring salespeople
17:09 Importance of setting clear criteria and avoiding excessive requirements
24:09 Discussion on the concept of "culture add" in hiring
29:58 Importance of expanding networks and connections for diversity hiring
32:08 Tips for making job postings more appealing to diverse candidates
35:30 Importance of sticking to the hiring process and not deviating
40:00 Importance of assessing existing sales teams and leaders
45:24 Importance of developing a strong sales team for company valuation
About GuestLori Richardson is the CEO, Speaker, and Founder of Score More Sales, a consultancy she established in 2002 to assist companies in boosting their revenues through strategic sales endeavors. Her expertise stems from over two decades of experience in B2B sales and leadership roles. With a commendable career in tech sales under her belt, Lori envisioned Score More Sales to be a beacon for leaders of mid-sized businesses, guiding them in hiring competent sellers and appraising their incumbent sales teams. As of 2022, the company marked its 20th year, symbolizing two decades of dedicated service in the realm of sales consultancy. Apart from her role as the head of Score More Sales, Lori has made significant contributions to the sales domain as an author. She penned "She Sells," a book that serves as a manual for company and sales leaders to effectively discover, enlist, and retain sales talent.
Social LinksYou can learn more about and connect with Lori Richardson in the links below.
Connect with Lori on LinkedIn:
(99+) Lori Richardson | LinkedIn
Check out Score More Sales website:
ScoreMoreSales - More of What Works, Now
You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn
Check out Alice’s website:
Alice Heiman - Alice Heiman
Using My Time: Drink Your Coffee While it's Hot!
From the White House to Wonderhell: Laura Gassner Otting's Journey of Resilient Leadership
Bootstrapping to $20 Million ARR in Just 5 Years with Guillaume Moubeche
Turning Startup Challenges into Triumphs: William Gilchrist's CEO Journey
CEO's Roadmap to Data-Driven Success: Lessons from Jonathan Silver
Is Your Product Obviously Awesome? with Expert April Dunford
Gabriella DeFlorio on Being First to Market: How She Started Prelay
Successful Growth through Acquisition with Jessica Fialkovich
Customer Success and Culture: 2 Keys to Success with Tom Lavery
The Power of Employee Experience: Insights from Tiffani Bova
CEO Jarrod Lopiccolo on Sales Success and Giving Back
Doing What You Love with Melissa Kwan
CEOs Can Craft & Deliver Compelling Messages that will be Remembered with Nancy Duarte
The Easiest Way to Get More Business with Barry Trailer
From Grassroots to Greatness with Lloyed Lobo
Reimagining Sales for the New Era with Spencer Wixom
Encore: Aligning Your Go-to-Market Team with Pouyan Salehi
From FBI to Entrepreneur with Joanna Riley
Encore: Marketing That Is Music to Your Buyer’s Ears with Kate Bradley Chernis
Create your
podcast in
minutes
It is Free
The emPOWERed Half Hour
Organic Marketing Simplified: Effective podcasting strategy for growth and monetization
THE GO BIZ GUY
The Sigma Femme Podcast
The Prof G Pod with Scott Galloway
The Money Mondays