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TSE 514: Sales From The Street: “Hire Better Sellers”

David Thomson, Donald Kelly, The Sales Evangelist Podcast Today’s guest is David Thomson who’s going to give us great insights into how you, as sales leaders, can make sure that you hire better people.

David Thomson is the Chief Revenue Officer at List Partners Inc., a sales intelligence resource company. David is going to share one of the major challenges he has seen around the hiring process, how companies drop the ball sometimes, and how we can become more effective in hiring. This results in higher productivity, increased performance, better retention rate, and a greater sales morale.

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Here are the highlights of my conversation with David:

One of the major challenges David has seen in the sales arena:

Promoting sales individuals into a sales management position where there is no process or system in place.

Strategies for Hiring Best Sellers:

  1. Bring in the right type of talent.
  2. Avoid surface level questions. Always dig deeper.
  3. Come in with 3 main questions then all secondary questions are based off of these questions.

Examples:

  • How would you achieve xyz results at this company? How long should it take? Who is required to do it?
  • Give me an example where you demonstrated in a previous position. (Then dive in and ask 4-5 questions from that question).
  1. Bring people from other departments such as marketing and IT for a cultural interview to see if they’re a good fit for the entire team.

A lot of the best feedback come from people outside of the sales department. So have someone completely outside of the sales department to give you a different set of lenses.

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David’s Major Takeaway:

Practice and do a role play. Grab a colleague or grab your manager and go in and ask them those questions before you actually go live into an interview. The more you practice, the better you’re going to be prepared.

Episode Resources:

Connect with David Thomson on LinkedIn or shoot him an email at davet@thelistinc.com.

List Partners Inc.

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Donald Kelly, PandaDoc

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Sales Manager, Donald Kelly. Jon Manley

TSE 511: From Telemarketer To VP Of Sales And Lessons Learned

Sales Manager, Donald Kelly. Jon Manley Sure, some people believe that people are born to be sales professionals but for many people, such as myself and my guest today, we believe that sales can be taught. Jon Manley is an inspiring story of how he went from being a telemarketer with no college degree and a car that broke down every week to becoming a VP of Sales. And he’s going to share with us how he made this happen.

With 11 years of experience in the technology space, Jon works with individuals and companies to help them improve their selling and understand their potential.

Here are the highlights of my conversation with Jon:

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Are the odds stacked against you?

  • The odds just seem to be stacked against you.
  • Look at it from the opposite side of the perspective.
  • Look for everything you did wrong and make sure you avoid those things.
  • Study and do everything you can to ingest content from every possible source to make you better.
  • Look for micro-refinement that can help you improve on a daily basis.
  • Don’t be complacent!

Winning strategies that got Jon to becoming a VP:

  1. Understand everyone’s point of view and their perspective.

Always come from a point of empathy and not what you want the customer to do or what your boss to see.

  1. Put your customers’ needs ahead of you.

What would the customer want? What would the customer like to see what you’re doing to make the world easier? Then you’re going to make yourself a better resource to them and you will earn loyalty.

  1. Show that extra level of care and value.

Be an expert resource in a way that your product or service resonates with them and helps people in your position all the time. Be respectful to ask a few minutes of their time.

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  1. Make them understand why you’re a good resource to their exact position.

Always use their exact position or where they are in life as the exact wording in your conversation to make add that personal touch.

  1. Have short term, medium term, and long term goals.

Long terms goals give you perspective for what your short term activities need to be. Make sure you can control your goals.

  1. Focus on highest rewarding activities.

Schedule your day and break down activities that you can control so you don’t get off track.

Jon’s Major Takeaway:

Believe in yourself and completely get rid of complacency. Understand your level of greatness because you’re no different from anyone else. Sales is not a born skill but a learned skill that requires consistency and absolute passion for what you do.

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Episode Resources:

Check out Jon on YouTube Manley Minute that features a 60-second daily sales tip. Follow him on Facebook The Manley Formula, LinkedIn, and Medium.

Check out Steven Hart’s podcast The Trailblazers Podcast

The 7 Habits of Highly Successful People by Stephen Covey

Say goodbye to long, boring proposals and check out PandaDoc. Sales teams who have used this tool have seen a 30% increase in their sales productivity. To get a quick demonstration and a free trial, go to www.thesalesevangelist.com/panda

Donald Kelly, PandaDoc

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