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.

Find Andy Miller: LinkedIn, Website,

[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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Summary

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.

Concluding Remarks

Andy briefly mentions his book and hints at a potential new one focused on accelerating salesforce performance.