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The Sales Evangelist

Just like for many other industries, hiring sales positions has inherited problems because of the pandemic. In today’s episode of The Sales Evangelist, Donald is joined by Brian Trautschold, COO and co-founder of sales management platform Ambition, to discuss three things companies can do to navigate a hybrid sales workforce. Whether you’re a huge company or just a dozen people, COVID is evening the hiring playing field, and integrating these three components can help you acquire the kind of employees you want.


Build a company culture, whether it be virtual or in-person.

  • Some company cultures are just fake – think Michael Scott trying to build a culture at Dunder Mifflin.
  • When creating your own company culture, the key is to be authentic.
  • Recognize people as they reach their milestones, and show genuine care for your employees and their aspirations.
  • Especially when employees don’t have the support of an in-person team, it’s easy to lose motivation without recognition.


Engage your workforce to overcome distractions.

  • There are no shortage of distractions in the virtual workplace. Whether it’s an extended lunch or a quick Netflix binge, the typical 9-5 is more elusive than ever.
  • To give your employees the greatest chance for success, provide easy-to-use tools to hold themselves accountable.
  • People are better at holding themselves accountable than management, especially in a virtual setting. So equipping people with the tools for personal accountability to yield better results than a never-ending stream of Slack messages.


People crave development, coaching, and investment from their employers.

  • Pre-COVID, a great relationship with management is what kept many people working at their current job. (And vice versa.) The introduction to virtual work has broken this. 
  • While Slack can be helpful in communication, you need to have a more proactive approach.
  • As a manager, how do you optimize coaching interactions? The key is to keep track of what you discuss with your employees.
  • Make action steps to help your employees reach their goals. Coaching can’t be a one-off; it’s a part of a narrative.
  • Consider creating KPIs based on the coaching to set actionable steps towards their goals.
  • One major takeaway? Consistent, data-driven coaching is the way of the future to develop happy and productive employees.


Want to get in contact with Brian? Find him on his company website, LinkedIn, or Twitter.


This episode is brought to you in part by Skipio.

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This course is brought to you in part by the TSE Sales Certified Training Program, a course designed to help new and struggling sellers to master the fundamentals of sales and close more deals. Help elevate your sales game and sign up now to get the first two modules free! You can visit www.donaldk4.sg-host.com/closemoredeals or call (561) 570-5077 for more information. We value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: donaldk4.sg-host.com/survey.


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Audio provided by Free SFX and Bensound. Other songs used in the episodes are as follows: The Organ Grinder, written by Bradley Jay Hill, performed by Bright Seed, and Produced by Brightseed and Hill.

About the Author The Sales Evangelist

Donald is the host of the popular sales podcast,"The Sales Evangelist". He is the founder of The Sales Evangelist Consulting Firm where he helps small companies develop killer sales process to scale their business and increase growth.

Donald is also an award-winning speaker, sales trainer, and coach. He's a big fan of traveling, South Florida staycations and high-quality family time. Donald has a belief that “anyone” can sell if they have the desire and receives the proper training.

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