Trusting Your Gut in Hiring: When to Double Down and When to Move On

Building Elite Sales Teams

Summary

In 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/lucasprice1

Connect with John Pellet: linkedin.com/in/johnpellet

Connect with Dr. Jim: linkedin.com/in/drjimk

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