Building Elite Sales Teams

SummaryLucas 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/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Outro

SummaryLucas 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/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QFull Episode: https://bit.ly/49auC8OConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

SummaryJoin 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/lucasprice1Connect with Wesleyne Whittaker: linkedin.com/in/wesleyneCheck out the full episode here: https://bit.ly/42cmgM1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Outro BEST Snippet Intro

SummaryLucas 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/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode: https://bit.ly/3YS1ZLOConnect with Dr. Jim: linkedin.com/in/drjimkConnect with Tracy Linne: linkedin.com/in/tracy-linneMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

Summary Lucas Price chats with Joe McNeill, Chief Revenue Officer at Influ2, about building elite sales teams through career development. Joe highlights the challenge of hiring top AE talent in scaling startups, stressing the value of cultivating talent within. He shares insights on fostering a collaborative meritocracy where sharing ideas, even bad ones, is encouraged. Joe also discusses strategies for progressing entry-level employees into impactful sales roles, spotlighting the benefits of incremental responsibilities and mentorship. Tune in to discover how to create a thriving sales culture and develop top performers.Take Aways Hire Smart and Energetic Individuals: Focus on intelligence, energy, and integrity when hiring to ensure a foundation of capable and motivated team members.Encourage Brainstorming: Cultivate a culture where sharing ideas, even bad ones, is welcomed to foster innovation and incremental growth.Development Over Headhunting: It's more resource-efficient for startups to develop internal talent rather than relying on hiring top-performing AE's from outside.Incremental Responsibility: Gradually increase team members' responsibilities to prepare them for advanced roles without overwhelming them.Flexible Career Paths: Respect personal career choices ensuring the team can thrive with both ambitious employees and those content in supportive roles.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Joe McNeill: linkedin.com/in/joemcneillFull Episode: https://bit.ly/3Tk73pESubscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Outro BEST Snippet Intro

SummaryLucas Price talks with seasoned sales leader Brian Weiner on building elite sales teams. They dig into crucial aspects like prioritizing people, transparent communication, fostering accountability, and nurturing an inclusive environment. Brian sheds light on evaluating talent, the significance of intellectual curiosity, proactivity, and coachability. They also discuss effective recruitment strategies and promoting internal growth. This episode offers practical insights into achieving ramp-time reductions and methods for maintaining team motivation and engagement. Perfect for those keen on refining their sales team dynamics and leadership approaches.Take Aways People-Centric Leadership: Investing in and supporting your team is crucial for successful scaling and implementing changes.Rigorous Hiring Practices: Understanding the qualities and skills required for roles and ensuring clear communication with recruiting teams.Internal Promotions: Promoting internally can be more effective as internal candidates are familiar with the company culture and processes.Objective Evaluation: Creating and utilizing objective criteria for evaluating candidate suitability and prospects for promotion.Intellectual Curiosity & Proactivity: Seeking team members with a thirst for knowledge, problem-solving skills, and the ability to take initiative.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Brian Weiner: linkedin.com/in/brianmweinerSubscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/46L4RKUMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

SummaryLucas Price and Taylor Corr dive into building effective seller onboarding programs at Quantcast, a next-generation demand-side platform (DSP). Taylor, with seven years of sales leadership experience, shares insights on developing concrete and structured onboarding processes, emphasizing the importance of clear benchmarks and real-world sales action from day one. They discuss ideal customer profiles, the significance of understanding sales cycles, and data-driven strategies to expedite rep ramp-up time. Join the conversation to learn how to set new reps on the fast track to success. Find Taylor Corr on LinkedIn for more insights.Take Aways Structured Onboarding Programs: Taylor emphasizes the necessity of a specific and concrete onboarding program with clear, standardized benchmarks for new hires, which removes guesswork and facilitates a smoother ramp-up period.Importance of ICP and Personas: Understanding the Ideal Customer Profile and the Personas marketers target is foundational for new reps. This knowledge allows them to craft relevant messages and navigate sales conversations effectively.Bias to Action: Taylor advocates for a proactive approach where new reps are encouraged to engage in sales activities early on, even if it means stepping out of their comfort zone. Real-life pitches and outbound activities provide invaluable learning experiences.Data-Driven Benchmarks: Building benchmarks based on sales cycle data and close rates ensures that onboarding programs are not only structured but also tailored to set reps up for success from the start.Continuous Learning and Adaptation: An effective onboarding program evolves over time, with continuous adjustments based on collective data and rep feedback to maintain relevance and effectiveness.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/46GFN7VMentioned in this episode:BEST Snippet Outro BEST Snippet Intro

SummaryLucas 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/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/49GxDifMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

SummaryLucas 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/lucasprice1Connect with Chip Neal: linkedin.com/in/chip-neal-5211938Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QFull 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/drjimkMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

SummaryLucas Price and Kyle Norton dive into the essentials of building elite sales teams. They discuss Kyle's proven framework for talent acquisition, onboarding, and continuous development. Learn about the significance of scorecards in maintaining hiring consistency, the importance of mindset, skills, and specific knowledge in selecting the right candidates, and how structured evaluation criteria can reduce cognitive bias in hiring. Gain actionable insights that can enhance your ability to build and sustain a high-performing sales team.Take Aways Structured Hiring Process: Using a consistent, pre-determined set of criteria and scorecards for evaluating candidates helps eliminate cognitive biases and improve the quality of hires.Mindset Over Skillset: For early-stage and high-velocity environments, prioritizing mindset traits such as drive and curiosity is often more critical than specific sales experience.Comprehensive Scorecards: Breaking down evaluation into mindset, skills, and specific knowledge ensures comprehensive assessment suited to the company's needs and market.Continuous Development: Regular coaching and development of sales teams are crucial for keeping up with evolving market demands and achieving long-term success.Career Planning: Clear internal career mapping is essential to keep team members engaged and motivated for the long haul.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1 Full Episode: https://podcast.yardstick.team/episode/scorecarding-for-success-how-to-build-an-elite-sales-teamSubscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

SummaryIn 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/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Outro

SummaryLucas 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/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Outro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Outro

SummaryLucas Price interviews seasoned sales leader Adam Aarons, renowned for his tenure as CRO at Okta and his roles at companies like BladeLogic and Drata. They dig into strategies for building elite sales teams, focusing on effective sales processes, operational visibility, and continuous enablement. Adam shares insights on navigating new market segments, the significance of discovery, and the importance of structured sales methodologies. Additionally, he offers tips on hiring the right talent and leveraging mentorship. This episode is packed with actionable advice for sales leaders aiming to drive high performance in their teams.Take Aways Operational Visibility: Establishing a strong operations framework is vital for early detection of potential pitfalls in your sales strategy.Continuous Enablement: Constantly iterating and improving your team's skills and processes is key to maintaining high performance.Role of a Champion: Differentiate between a true champion, who has power and influence, and a coach, who merely advises without substantial impact.Focused Discovery: Effective discovery involves understanding the prospect's core problems and why they should act now and choose your solution.Hiring Principles: Look for intelligence, coachability, drive, and will in potential hires to form a resilient and high-performing sales team.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Adam Aarons: linkedin.com/in/adam-aarons-438111Mentioned in this episode:BEST Outro

SummaryLucas 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Zahra Jiva: linkedin.com/in/zahra-jiváMentioned in this episode:BEST OutroBEST Intro

SummaryChip 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Chip Neal: linkedin.com/in/chip-neal-5211938Mentioned in this episode:BEST Intro BEST Outro

SummaryIn 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/lucasprice1Connect with Matt Buchalski: linkedin.com/in/matthewbuchalskiConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Outro

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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Justin Otley: linkedin.com/in/justinotleyMentioned in this episode:BEST Outro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Barrett King: linkedin.com/in/barrettjkingMentioned in this episode:BEST OutroBEST Intro

SummaryLucas 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Dana Smith: linkedin.com/in/danasmithsrMentioned in this episode:BEST Outro

SummaryEd 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Ed Lynes: linkedin.com/in/edwardtlynesMentioned in this episode:BEST Outro

SummaryLucas 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Tyler Kelly: linkedin.com/in/tylerkellycentroMentioned in this episode:BEST Intro BEST Outro

SummaryIn 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 growthLearn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with David Archer: linkedin.com/in/davidmarcherMentioned in this episode:BEST OutroBEST Intro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Michelle Benfer: linkedin.com/in/michellehughesbenferMentioned in this episode:BEST Intro BEST Outro

SummaryKyle 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Kyle Norton: linkedin.com/in/drjimk Music credit: Epicaly by LiteSaturationFeatured mentions: https://www.owner.com/ Mentioned in this episode:BEST Intro BEST Outro

SummaryIn 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/lucasprice1Connect with John Pellet: linkedin.com/in/johnpelletConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST OutroBEST Intro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Wesleyne: linkedin.com/in/wesleyne or https://transformedsales.us/ Mentioned in this episode:BEST Intro BEST Outro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Tim Strickland: linkedin.com/in/tim-strickland-4a114224Mentioned in this episode:BEST OutroBEST Intro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Jackie Papazian: linkedin.com/in/jackiepapazianMentioned in this episode:BEST OutroBEST Intro

SummaryIn this episode of "Building Elite Sales Teams," the audience is invited to learn from the expertise of Lucas Price, who delves into the often intricate process of managing challenging conversations in B2B sales environments. The episode begins with an introduction to the significance of such discussions and their impact on team turnover, emphasizing how mastering this skill is vital for new leaders aiming to cultivate a culture of clear communication and high performance.Navigating the complex dynamics of difficult conversations requires a balance of clarity, assertiveness, and sensitivity. Lucas Price shares his seasoned approach to building transparent relationships with team members from day one, explaining how setting crystal-clear expectations is foundational for accountability and improvement. He also underscores the importance of providing balanced feedback, ensuring that constructive criticism is delivered in a way that fosters growth rather than defensiveness.Setting the right tone from day one is crucial for productive conflict management.Building strong relationships with employees should precede delivering tough feedback.Effective feedback involves clarity and a focus on issues rather than personal critique.Holding employees accountable requires both agreement on issues and a plan for improvement.Senior leaders should mentor frontline managers on handling tough conversations effectively.Take Aways Strong foundational relationships are key to productive feedback and difficult conversations.Clarity in expectations from day one can prevent misunderstandings and foster a high-performance culture.Being hard on issues, not on people, is critical to maintaining professional rapport and trust.Authenticity and genuine commitment from leaders play a pivotal role in employee engagement, even during performance improvement plans.Frontline leaders can benefit from role-playing sessions with more senior leaders to prepare for difficult discussions.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryIn this episode of "Building Elite Sales Teams," Dr. Jim sits with Lucas Price to chat about building and maintaining dynamic sales teams in B2B tech sales. This discussion gears towards understanding the balance between promoting from within and injecting new insights from external hires to prevent the sales environment from becoming stale.The episode delves into Lucas's journey through various stages of growth at Zipwhip, from startup to a sizeable sales organization. It highlights the importance of hiring strategies that align with the growth phase of the company and the criticality of having a solid development plan to foster sales success. Also explored is the concept of implementing structured processes and criteria for promotions to help maintain momentum while fostering a culture of professional growth and sustainability.Take Aways Consistent hiring from outside the organization can be detrimental; showing an internal path for growth is vital to retaining ambitious talent.Balance promotions with new hires to avoid insularity and to introduce fresh ideas and professional management skills.Proper infrastructure and criteria for promotion and hiring are essential for scaling sales teams effectively.Effective communication and adaptive hiring strategies are crucial at different stages of organizational growth.Recognizing the diversity in leadership styles and playing to your strengths while hiring to compensate for your weaknesses is key for harmonious and successful team management.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST OutroBEST Intro

SummaryIn this episode, Lucas Price discusses the intricacies of selecting, adopting, and measuring the impact of sales methodologies with Paul Butterfield, founder of Revenue Flywheel Group. Delving into the nuances of strategies like MEDDIC, listeners are invited to explore the significance of proper implementation and the potential misconceptions surrounding such frameworks.Paul shares his wisdom on the importance of a full-cycle sales methodology versus qualification frameworks, emphasizing the ability to guide sales teams in having business-level conversations, nurturing client relationships, and advancing deal negotiations. The conversation pivots from his early experiences in sales to the considered approach required when transitioning sales teams to newer, more effective methodologies.Take Aways Full-cycle Methodology: Understand the benefits of a full-cycle sales methodology over singular qualification frameworks like MEDDIC.Discovery Process: Implement methodologies that enable sales teams to conduct deep discovery sessions, focusing on customer-centric conversations.Customization and Relevance: Choose a sales methodology based on your team's experience and customer type for better adaptability and success.Adoption and Measurement: Implement clear adoption strategies and requalify existing pipelines to align with the new methodology for accurate forecasting.Selection Process: Research and thoroughly vet potential sales methodologies, ensuring they align with the desired customer experience and business needs.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimk Connect with Paul Butterfield: linkedin.com/in/paulrbutterfieldMentioned in this episode:BEST OutroBEST Intro

SummaryIn this episode of Building Elite Sales Teams, Lucas Price chats with guest Steve Waters from ZoomInfo. We walk through how to identify and harness the unique 'superpowers' of individual team members.The conversation dives into Waters's personal journey from a musician to a top-tier sales leader, drawing parallels between mastering music and excelling in sales. The duo discusses the intrinsic qualities that set apart successful salespeople, emphasizing the importance of determination, adaptability, and consistent improvement. Waters shares insights from his own evolution in sales, highlighting how he leveraged a competitive environment at ZoomInfo into professional growth.Waters's chats about his innovative managerial approach, focusing on encouraging team members to share their strengths and learn from one another. He advocates for a "collaboratively competitive" culture where sales reps are recognized for their specific talents and are motivated to implement best practices through role-playing and consistent feedback. Waters underscores the power of data-driven decisions, public recognition, and nurturing confidence within the team as the bedrock for forming an elite sales unit.Take Aways Leveraging a liberal arts background can enhance sales skills, particularly in communication and problem-solving.Building an elite sales team involves fostering a culture where team members are encouraged to share and adopt each other's strengths.Role-playing and public recognition serve as powerful tools to boost sales reps' confidence and improve their sales execution.A collaborative yet competitive environment stimulates growth, allowing reps to learn from each other and create a diverse but unified approach to sales.Successful sales management embraces data-driven insights and the realization that a leader does not need to have all the answers but can guide the team through strategic inquiries.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Steve Waters: linkedin.com/in/stevejwatersMentioned in this episode:BEST OutroBEST Intro

SummaryIn this episode, Lucas Price interviews Mike Muhfelder, a seasoned sales leader, about the challenges of screening and hiring top salespeople. They discuss the importance of patience and observation when evaluating candidates, as well as the need for candidates to take ownership of their situations and demonstrate accountability. Mike shares valuable insights on how to identify resilient and determined individuals who are well-prepared and have a growth mindset. He emphasizes the significance of research and effective communication skills in the hiring process.Take Aways Patience and observation are crucial when screening candidates for sales roles. Understanding the reasons behind a candidate's current situation and their accountability for it can provide valuable insights.Candidates who take ownership of their circumstances and demonstrate resilience and determination are more likely to succeed in sales roles.Preparation and research are key indicators of a candidate's commitment and suitability for a sales position. Candidates who show a deep understanding of the company and the interviewer's background stand out.Effective communication skills, both written and verbal, are essential for sales professionals. Candidates who can articulate complex ideas in a simple and concise manner are more likely to excel in sales roles.The ability to adapt and be resourceful is highly valued in sales. Candidates who have overcome challenges and can explain how they navigated difficult situations demonstrate their ability to handle adversity.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Mike Muhfelder: linkedin.com/in/michael-muhlfelder-064280Mentioned in this episode:BEST Intro BEST Outro

SummaryDr. Jim, teams up with Lucas Price, a founder with an impressive track record in sales leadership. Together, they debunk the common misconception that amassing an army of top-selling individuals is the singular route to a thriving sales organization. Instead, they advocate for a more nuanced and sustainable approach, emphasizing depth and health within a sales team.Over the course of their dynamic discussion, Lucas unfolds the layers of his philosophy for sales team success, rooted in his own trial-and-error experiences at Zipwhip. They explore the pitfalls of the "throw spaghetti against the wall" approach where reliance is predominantly placed on a few star performers. Instead, Lucas illustrates the significance of having a broad second tier of competent sellers, attributing it to a reflection of effective management and successful developmental programs. He underscores the necessity of balance, insightful hiring, and fostering an environment where every team member has the opportunity to progress and contribute.Take Aways It's imperative to focus on developing a strong second tier of sellers, as it's indicative of the overall health of a sales organization.Successful sales organizations balance external hiring with internal promotions to maintain a flow of fresh ideas and career advancement opportunities.Structured weekly schedules for managers can significantly bolster their effectiveness and focus on developing their teams.Feedback and coaching are distinct yet pivotal aspects of management; it's critical for sales reps to identify their growth areas and drive those improvement conversations.Clear communication and defined expectations between sales leaders and their teams are foundational for building trust and streamlining development.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST OutroBEST Intro

SummaryIn this insightful 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Wesleyne: linkedin.com/in/wesleyne or https://transformedsales.us/ Mentioned in this episode:BEST OutroBEST Intro

SummaryTracy Linne joins the podcast to discuss the importance of adapting to change and leading teams in a dynamic environment. She emphasizes the need for a strong people strategy in building high-performing sales teams and highlights the pillars of a successful team, including people, process, and technology. Tracy also emphasizes the importance of a long-term foundational mindset and the need to think of the sales team as a go-to-market strategy. She shares insights on defining ideal sales personas, designing a recruitment program, and the role of creativity and adaptability in sales. Tracy also discusses the importance of fairness, mission alignment, and cultural fit in the hiring process.Take Aways Building a high-performing sales team requires a strong people strategy that aligns with the organization's go-to-market strategy.Define ideal sales personas and tailor the recruitment program to attract and hire the best candidates.Creativity and adaptability are essential traits for salespeople in a rapidly changing market.Fairness, mission alignment, and cultural fit should be guiding principles in the hiring process.The sales hiring program should be owned by the revenue leader and integrated into the company's RevOps dashboard.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Tracy Linne: linkedin.com/in/tracy-linneMentioned in this episode:BEST OutroBEST Intro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryIn 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST OutroBEST Intro

SummaryJoe McNeill emphasizes the importance of career development in building an elite sales team. He believes that hiring top-performing individuals is resource-intensive and not always successful, especially in rapidly growing startups. Instead, Joe suggests hiring smart people with energy and integrity and developing their skills over time. He advocates for creating a collaborative meritocracy where everyone is encouraged to share ideas and learn from mistakes. Joe also highlights the value of incremental gains and the need for a jerk-free culture that fosters teamwork and continuous improvement.Take Aways Hiring top-performing individuals is resource-intensive, and developing existing team members is a more effective strategy for building an elite sales team.A collaborative meritocracy encourages everyone to share ideas and learn from mistakes, leading to incremental gains and continuous improvement.Creating a jerk-free culture is essential for fostering teamwork and maintaining a positive work environment.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Joe McNeill: linkedin.com/in/joemcneillMentioned in this episode:BEST Intro BEST Outro

SummaryBrian Weiner emphasizes the importance of putting people first when building elite sales teams. He believes that investing in and supporting your team is crucial for success. He also highlights the significance of transparency, accountability, and creating a welcoming and inclusive environment. Brian shares his principles for building an elite sales team, including the importance of understanding what good looks like, leveraging the strengths of the existing team, and promoting from within whenever possible. He also discusses the importance of evaluating candidates based on their intellectual curiosity, proactivity, and coachability. Brian emphasizes the need for clear communication, setting expectations, and providing ongoing feedback to hold team members accountable. He also stresses the importance of balancing EQ and accountability as a leader and being authentic in your leadership style.Take Aways Invest in your people and treat them like individuals.Understand what good looks like and align your hiring criteria accordingly.Leverage the strengths of your existing team and promote from within whenever possible.Evaluate candidates based on their intellectual curiosity, proactivity, and coachability.Create a culture of transparency, accountability, and inclusivity.Balance EQ and accountability as a leader and be authentic in your leadership style.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Brian Weiner: linkedin.com/in/brianmweinerMentioned in this episode:BEST OutroBEST Intro

SummaryTaylor Corr shares insights on building successful seller onboarding programs, setting high standards for sellers, and having clear benchmarks for team members. He emphasizes the importance of creating a specific and concrete onboarding program that removes guesswork for reps and provides structure and certainty. Taylor also highlights the need to focus on the ideal customer profile (ICP) and persona during onboarding, rather than just the product. He discusses the importance of a bias towards action and getting reps involved in the sales cycle early on. Taylor emphasizes the need for accountability and holding sellers to high standards, as well as the balance between being supportive and maintaining high performance standards. He also discusses the importance of coaching the coaches and helping frontline managers develop their coaching skills.Take Aways Create a specific and concrete onboarding program with clear benchmarks to provide structure and certainty for reps.Focus on the ICP and persona during onboarding, rather than just the product.Have a bias towards action and get reps involved in the sales cycle early on for valuable learning experiences.Hold sellers to high standards and provide a supportive environment for them to excel.Balance being supportive with maintaining high performance standards.Coach the coaches and help frontline managers develop their coaching skills.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryThe episode discusses the importance of a successful hiring process, particularly for sales roles. The guests emphasize the need to reduce uncertainty in the hiring process and highlight the significance of the interview process in predicting success in sales roles. They also discuss the elements of an ideal candidate profile, including specific experience, skills, and competencies. The guests share their insights on building a successful hiring process, including the importance of scorecards, role plays, and reference checks. They also address the role of the sales leader in owning the hiring process and empowering managers to make hiring decisions. The episode concludes with a discussion on the importance of training interviewers and the role of the CEO in the interview process.Take Aways Reduce uncertainty in the hiring process by conducting thorough interviews, assessments, and reference checks.Focus on traits such as grit, curiosity, and adaptability when hiring for sales roles.Build an ideal candidate profile based on the specific requirements of the role and the company's ability to coach and train.Empower managers to make hiring decisions within a structured framework set by the sales leader.Use scorecards to evaluate candidates consistently and objectively.Conduct role plays to assess candidates' skills in a simulated sales environment.Prioritize reference checks to gain insights into a candidate's past performance and potential fit within the company.Involve the CEO in the interview process to enhance the candidate's perception of the company and align on the ideal candidate profile.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryIn this episode, Lucas Price interviews Dan Dionne, VP of Sales at Review Wave, about the key points in building an elite sales team. Dan emphasizes the importance of hiring the right people and not rushing the process. He believes that personality, style, and culture fit are more important than specific experience or education. Dan also discusses the significance of training and continuous improvement in sales teams, as well as the role of celebrating small wins and building a fun and energetic culture.Take Aways Hiring the right people is crucial for building an elite sales team. Focus on personality, style, and culture fit rather than specific experience or education.Training should be a continuous process in sales teams. Dedicate time to train and coach employees to ensure they are equipped with the necessary skills.Building a fun and energetic culture is essential to keep the team motivated and engaged. Celebrate small wins and create a positive work environment.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dan Dionne: https://www.linkedin.com/in/dandionne/ Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryChip 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkConnect with Chip Neal: linkedin.com/in/chip-neal-5211938Mentioned in this episode:BEST OutroBEST Intro

SummaryKyle 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMusic credit: Epicaly by LiteSaturationFeatured mentions: https://www.owner.com/ Kyle Norton: linkedin.com/in/kylecnortonMentioned in this episode:BEST OutroBEST Intro

SummaryNeglecting performance issues within a sales team can have detrimental effects on trust, workload, culture, and revenue. When leaders fail to address underperforming team members, it sends a message that effort doesn't matter, leading to a breakdown in trust. This lack of accountability also places a heavier workload on high-performing team members, causing burnout and a decline in overall team quality. A toxic culture emerges, stifling morale, innovation, and drive. Ultimately, the bottom line is affected as performance issues impact market success. The solution lies in confronting performance issues head-on, striving for excellence, and building elite sales teams.Take Aways Neglecting performance issues erodes trust and sends a message that effort doesn't matter.Underperformance affects the workload of high-performing team members, leading to burnout.Ignoring performance issues leads to a decline in team quality and a toxic culture.Performance issues impact market success and revenue.Confronting performance issues directly is crucial for building elite sales teams.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryLucas Price emphasizes the importance of having a plan and clear standards in order to build a culture of high performance within a sales team. He compares performance management to using a GPS, stating that without clear goals and regular check-ins, the team is likely to veer off course. Feedback in real time is essential for avoiding potential problems and adjusting the plan when necessary. Lucas highlights the importance of tracking and using sales performance numbers to gain visibility, identify trends, and make informed decisions. He also emphasizes the need to celebrate wins and smaller achievements to refuel and motivate the team. Continuous learning and open dialogue are crucial for adapting to a changing environment and staying flexible. Lucas emphasizes the importance of two-way feedback and involving the team in goal-setting to foster commitment and collaboration. Lastly, he emphasizes the importance of well-being and allowing for real breaks to ensure the team's overall success.Take Aways Clear standards and regular check-ins are essential for keeping a sales team on track.Feedback in real time helps identify and address potential problems before they escalate.Sales performance numbers provide valuable insights and should be used to inform decision-making.Celebrating wins, big and small, helps motivate and refuel the team.Continuous learning and open dialogue are crucial for adapting to a changing market.Two-way feedback and involving the team in goal-setting foster commitment and collaboration.Well-being and breaks are important for maintaining a high-performing sales team.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro

SummaryLucas 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/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST OutroBEST Intro

SummaryLucas Price shares his insights on avoiding the mistake of hiring candidates who seem wonderful in interviews but end up being a bad fit for the team. He emphasizes the importance of structured interviews, asking the right questions, using scorecards focused on role requirements, and forming independent opinions. Lucas also highlights the value of post-interview debriefs and being open to new evidence from other team members. By eliminating biases, companies can make better hiring decisions and achieve genuine sales effectiveness.Take Aways Over indexing on likability and experience in the interview process can lead to hiring candidates who are a bad fit for the team.Use structured interviews and ask candidates to share their activities and results in previous roles to assess their ability to handle similar challenges.Prepare potential follow-up questions to gain a detailed understanding of how candidates have addressed important issues in the past.Utilize scorecards that focus on the traits needed for success in the role, rather than interviewing skills and likability.Form independent opinions about candidates and be open to new evidence from other team members during post-interview debriefs.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST OutroBEST Intro

SummaryIn this episode, Dr. Jim discusses the importance of involving multiple people in the hiring process for better outcomes in B2B sales. They explain that relying on a single person as the decision-maker can lead to bias and inefficiency. By leveraging panel interviews, companies can make more objective and informed hiring decisions. The guest highlights the need for diverse perspectives in the panel, including individuals from different roles, experiences, and backgrounds. They also emphasize the importance of a consistent and structured interview process to promote fairness. Panel interviews allow for in-depth analysis and a holistic view of candidates, helping to identify high-potential individuals and red flags. The guest emphasizes that involving multiple voices in the hiring process leads to the best possible hire and fit for the sales team and organization. They also suggest including someone at the peer level or from a highly collaborative function to gain insight into the candidate's ability to work effectively across the enterprise. The guest concludes by highlighting the importance of unconscious bias training in the interview process to ensure fairness and effectiveness.Take Aways Involving multiple people in the hiring process mitigates bias and leads to better outcomes.Panel interviews provide a more objective and informed assessment of candidates.Diverse perspectives in the panel, including different roles and backgrounds, promote fairness.Consistency in the interview process is crucial for uncovering the best candidates.Panel interviews allow for in-depth analysis and a holistic view of candidates.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Intro BEST Outro