Hiring Right: The Key to Sales Growth

Outsource to Profits Podcast

About the Host:

Jamie Shanks, Founder & CEO of Get Levrg and Pipeline Signals, specializes in optimizing offshoring for profit growth. With a background in leading “Sales for Life”, he's trained 250,000+ professionals globally for industry giants like Microsoft and Oracle.

About the Guest:

Donald Kelly is the founder of The Sales Evangelist, a leading sales training organization. Through his company, Donald has helped numerous individuals and teams excel in building effective sales pipelines and mastering top-of-funnel strategies. In addition to his training organization, Donald hosts the successful podcast, "The Sales Evangelist," where he shares insights and tips on sales strategies. Donald is based in South Florida and enjoys family staycations at Palm Beach.

LinkedIn Profile: https://www.linkedin.com/in/donaldckelly/

Episode Summary:

In this episode of Outsource for Profits, Jamie Shanks brings on veteran sales trainer Donald Kelly to dissect the complex challenges of transitioning from founder-led sales to a sales-led team model. They talk about the pitfalls commonly faced by founders when scaling a sales team, emphasizing the vital importance of hiring the right talent. Jamie recounts his journey through three different agencies, where hasty hiring decisions often led to regrettable outcomes.

Throughout the discussion, Donald Kelly shares his wealth of experience, offering invaluable tips on identifying red flags during the hiring process and the benefits of a thorough vetting system. He stresses the necessity of a multi-panel interview process and highlights how diversification in interviewer perspectives can lead to better hiring decisions.

Key Takeaways:

• Thorough Vetting Processes: Implement a multi-step interview process that includes scenario-based assessments to gain deeper insights into a candidate's proactive skills.
• Hire Slow, Fire Fast: Take the time to ensure you're choosing the right candidate rather than acting out of desperation to fill a position and don’t hesitate to make changes if it’s not working out.
• Involving Multiple Evaluators: Incorporating feedback from various people within your organization, even non-sales members, can yield a more rounded view of potential hires.
• Scenario-Based Interviews: Putting candidates in scenario-based situations helps reveal their thought processes and decision-making skills in real-time.
• Hiring in Cohorts: Consider hiring in small groups to mitigate the risk and ensure continuity even if not all hires work out.

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