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
Thinking Differently about How to Build a Sales Organization with Juliana Stancampiano
Product CEO or Sales CEO? Why You Need to Get It Right with Catherine Dahl
Going from Incremental Growth to Exponential Growth with Expert Richard Medcalf
Build an Outbound Sales Motion Early with Mei Siauw
How Word of Mouth Was All We Ever Used to Attract New Business with Nancy Duarte
Building a Powerful Go-to-Market Machine with Jonathan Siddharth
Mistakes and Lessons in Building a Sales Organization with Zvi Guterman
How to Use Story as Rocket Fuel for Sales with Expert Park Howell
Scaling Your Business with Trusted Partnerships with Angela Saunders
Improving Sales Discovery with Jody Glidden
Building Your First Professional Sales Team with Lars Grønnegaard
Finding Success Through Channel Partners with Barb Kinnaird
Level Up Sales at Your Company with Expert Steve Benson
Developing Sales Leaders from Inside Your Business with Patrick Parker
Lead Generation for the Complex Sale with Expert Brian Carroll
How to Become a Trailblazer in a New Market with Amy DuRoss
Winning Hearts, Minds, and Clients Through Account-Based Marketing with Blake Williams
Casting the Vision for the Sales Team with Darren Dixon
Teaching Your Sales Team to Have Authentic Conversations with Brent Keltner
What CEOs Need to Know About Voice of the Customer Research With Expert Tonya Bjurstrom
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 Tim Ferriss Show