Top Tips on Hiring Quota Busting Sales Teams
On Episode 342 of The No Limits Selling Podcast, we have Andy Miller. Andy Miller is a 28-year international sales strategist specializing in helping companies dominate their markets resulting in explosive growth by using his proprietary methodology to double their growth rate by leveraging sales strategy, landing major accounts, sales force optimization, and consultative selling. In this episode, Andy shares top tips on hiring quota-busting sales teams.
He grew his software company in Europe from $0 - $23 Million in 3 years. He has worked with companies from $1 Million - $2 Billion including Intuit and IBM, across industries from construction to technology to pharmaceuticals.
He is called “the best kept secret” by well-known business experts Jay Abraham, Verne Harnish, Chet Holmes & Tony Robbin's organizations - all of which have used Andy’s services. Having trained over 18,000 salespeople, managers, and CEOs worldwide, Andy is a recognized authority on sales and sales management.
Andy is a current member of Vistage and previously sat on the advisory boards of The American Society of Training and Development (ASTD), Objective Management Group, Sandler Systems, and The United Professional Sales Association (UPSA). He has been a guest lecturer at Georgetown University McDonough School of Business, University of Houston Sales Excellence Institute, and University of Pennsylvania Wharton School of Business.
[EDITOR’S NOTE: This podcast is sponsored by No Limits Selling. It is a fun, fast-paced podcast that delivers hard-fought business advice that you can implement today to improve your sales and performance]
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The Importance of Hiring the Right Sales Teams
Andy discusses the challenges and nuances of hiring salespeople who can consistently meet quotas.
He underscores the importance of not just relying on past performance or industry experience but also evaluating candidates' mindsets and attitudes.
Use of Assessments in Hiring Sales Teams
Andy mentions a particular assessment tool, OMG, which he finds valuable.
This tool evaluates not just skills but also beliefs, which can influence a salesperson's actions, such as their propensity to offer discounts.
Umar asks about the reliability of the assessment tool in predicting a candidate's success in a sales role.
Onboarding New Salespeople
Andy talks about the common pitfalls companies face when onboarding new sales teams.
He emphasizes the importance of a structured and prolonged onboarding process, which research suggests should last between three to 12 months.
The role of sales managers in this process is highlighted, with Andy cautioning against the "player-coach" model where sales managers also engage in direct selling.
Advice for Sales teams When Joining a New Company
Andy suggests that sales teams should investigate the success stories within a company before joining.
He encourages them to ask for evidence of structured plans for new hires and to be wary of overly optimistic portrayals of the company's situation.
Andy briefly mentions his book and hints at a potential new one focused on accelerating salesforce performance.
Questions & Answers
Why is hiring the right salesperson so crucial for business success?
Hiring the right salesperson goes beyond just evaluating past performance or industry experience. The mindset and attitude of a sales candidate can significantly influence their ability to meet quotas consistently. A right salesperson can drive revenue, foster customer relationships, and represent your brand positively.
What is the OMG assessment tool that's recommended for hiring salespeople?
The OMG (Objective Management Group) assessment is a tool specifically designed for evaluating sales candidates. Unlike traditional assessments, OMG doesn't just focus on skills. It delves deeper into a candidate's beliefs, which can play a pivotal role in their sales actions and decisions, such as offering discounts or maintaining price points.
How reliable is the OMG assessment in predicting a candidate's success in a sales role?
While no tool can guarantee 100% accuracy, the OMG assessment has been refined over time and after being applied to millions of candidates. It provides insights that can significantly increase the likelihood of hiring a salesperson who will fall within the top 50% performers in your salesforce within their first six months.
How long should the onboarding process for a new salesperson typically last?
A structured and effective onboarding process is essential for a new salesperson's success. Research suggests that successful onboarding programs can range between three to 12 months. This duration ensures that the salesperson is well-acquainted with the company's products, culture, and sales strategies.
Why should companies be cautious of the "player-coach" model in sales management?
The "player-coach" model, where sales managers also engage in direct selling, can create conflicts of interest. For instance, when a lead comes in, the dilemma arises about who takes it. The primary role of a sales manager should be to coach, mentor, train, and grow their team, leveraging their skills and experience.
What should salespeople investigate before joining a new company?
Salespeople are advised to look into the company's success stories. They should ask for evidence of structured plans for new hires and be discerning about overly optimistic portrayals of the company's position. Knowing the achievements and strategies of top performers in the company can also offer valuable insights.
Are there any recommended resources for enhancing sales team performance?
Yes, books such as "The Science of Closing the Sale by Winning Relationships" provide valuable insights. Additionally, keeping an eye out for upcoming resources, like those focusing on accelerating salesforce performance, can be beneficial for sales professionals and managers alike.
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