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The Sales Evangelist

Lori Richardson on TSE Podcast

Are you tired of the high turnover rate in your sales team? How do you identify and retain top sales talent? 

In a world where finding the right sales professionals can be challenging, Lori Richardson, a seasoned sales strategist with over 20 years of experience, joins Donald on “The Sales Evangelist Podcast” to share her invaluable insights on bringing in the right talent and keeping them motivated for long-term success. 

In this episode, Lori offers practical advice for both sales professionals and leaders, shedding light on the qualities to look for in salespeople, the role of effective leadership, and how to identify the right company culture. If you’re ready to revolutionize your sales team and boost your own sales career, you won’t want to miss this episode!

Qualities of Successful Salespeople

  • Lori emphasizes the importance of key qualities in successful salespeople. She highlights the significance of coachability, strong will, and the ability to accept rejection without being deterred. 
  • Lori also acknowledges the role of personal attitudes and beliefs, emphasizing the need for individuals to have a positive mindset and a commitment to continuous improvement in sales.

Hiring the Right Talent

  • Donald and Lori discuss the challenges of identifying the right talent for sales roles. 
  • Lori stresses the necessity for individuals considering a sales career to test the waters and emphasizes the need for companies to look for coachability and sales DNA in potential hires. 
  • Additionally, she provides insights into a comprehensive process that utilizes data to achieve more accurate hiring decisions, providing a proactive approach to identifying and nurturing sales talent.

Tools and Processes for Evaluating Sales Talent

  • Lori outlines the use of specific tools and processes that can aid sales leaders in evaluating and identifying top sales talent. 
  • She highlights the importance of pre-hire assessments to understand potential hires better. 
  • Additionally, she emphasizes the availability of solutions and programs tailored to help companies make informed decisions when hiring sales professionals.

The Role of Sales Leadership

  • What’s the impact of sales leadership on the success and retention of sales talent? 
  • Lori underscores the pivotal role of sales managers in influencing and supporting their teams. 
  • She highlights the significance of supportive beliefs and motivations, emphasizing the need for managers to treat their team members with respect and recognize individual differences.

Retaining Sales Talent and Workplace Culture

  • Lori provides insights into the current dynamics of the job market, emphasizing the importance of workplace culture, strong leadership, and a clear vision to retain sales talent. 
  • She discusses industry-specific challenges and the shifting dynamics in employee retention, particularly within the tech industry, where volatility and rapid job movement are common.

Strategies for Prospective Sales Professionals

  • Lori advises individuals to seek referrals and gather insights from current or former employees about potential employers. 
  • She underscores the value of conducting in-depth research into the company’s mission, vision, and employee support initiatives to make informed career decisions.

Lori Richardson’s insights and expertise in sales strategy make this episode a must-listen for anyone in the sales industry. From identifying the right talent to the crucial role of leadership in fostering a thriving sales team, these discussions offer invaluable lessons for individual contributors and sales leaders.

Tune in to the full episode to delve deeper into Lori’s wealth of knowledge and gain actionable strategies for hiring the right talent!


Lori Richardson on LinkedIn

Women Sales Pro

Women Sales Pro Instagram

Sponsorship Offers

  • This episode is brought to you in part by Hubspot.

With HubSpot sales hubs, your data tools and teams join a single platform to close deals and turn prospects into pipelines. Try it for yourself at hubspot.com/sales.

  • This episode is brought to you in part by LinkedIn.

Are you tired of prospective clients not responding to your emails? Sign up for a free 60-day trial of LinkedIn Sales Navigator at linkedin.com/tse.

  • This episode is brought to you in part by the TSE Sales Foundation.

Improve your connection on LinkedIn and land three or five appointments with our LinkedIn prospecting course. Go to the salesevangelist.com/linkedin.


As one of our podcast listeners, we value your opinion and always want to improve the quality of our show. Complete our two-minute survey here: thesalesevangelist.com/survey. We’d love for you to join us for our next episodes by tuning in on Apple Podcast, Google Podcast, Stitcher, or Spotify. Audio provided by Free SFX, Soundstripe, 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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