Scaling a Sales Team: Key Takeaways and Actionable Items

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Hiring:

1. Look for speed of response, intelligence, listening skills, work ethic, and coachability in potential hires.
2. Test these qualities through role-playing exercises and feedback sessions.
3. Prioritize the ability to listen and respond thoughtfully during interviews.

Onboarding:

1. Conduct a 14-day onboarding period with new hires.
2. Have them listen to recorded sales calls and study the script.
3. Role-play every morning during the onboarding period to help them improve their skills.

Scripting:

1. Use a question-based framework for sales calls.
2. Focus on clarifying the problem and labeling it, then highlighting your solution's benefits.
3. Make it easy for prospects to make a decision by the end of the call.

Sales Management:

1. Review sales calls with written notes and prioritize areas for improvement.
2. Communicate changes and provide feedback in 25-minute sessions.
3. Maintain a culture of excellence by setting clear kpis and standards.

Scaling:

1. Establish a cadence of regular check-ins with sales team members.
2. Set clear expectations for performance and accountability.
3. Provide training and mentorship to ensure team members are equipped to succeed.

Motivation:

1. Foster a competitive culture through leaderboards and bonuses.
2. Encourage a sense of pride and ownership among team members.
3. Set high standards and consistently enforce them.

Leadership:

1. Lead by example and demonstrate a strong work ethic and commitment to excellence.
2. Provide regular feedback and coaching to team members.
3. Emphasize the importance of empathy and genuine helping in sales.

Source: My Secret To Building $100M Sales Teams (Step By Step), Alex Hormozi