On this episode of Built on Strategy, I'm joined by Nigel Green, who was recently named Top Consultant of 2021 by Selling Power Magazine. We discuss the nuances of building a sales team, the consequences of not accounting for adversity when strategizing, and the potential for companies to allocate people and resources into new pockets of their market for potential growth. Nigel details his thorough interview process that he executes when building a sales team, and the red flags and positive signals that indicate success in the world of sales. According to a recent Forbes study, 57% of sales teams miss their quota, and Nigel is a proven leader who overcomes underperformance and creates sales growth at consulting companies.