When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale.

Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and worked together in the early days. This is a great episode where we talk about how to grow a team and to build a team that consists of the right people.

Episode Highlights:

• When Paul first arrived in New York, he read Marylou’s book and then hired her as a consultant.
• The importance of hiring. A brilliant process won’t work without the right people.
• If you’ve hired great, people you can actually get a lot wrong in your business and still be okay.
• Getting the right people into your business that are brilliant when it comes to your business.
• As businesses scale, the early processes will break and need to be refined.
• Having a hiring process and predicting who will be successful in your business by using systems.
• Paul talks about some of the things you should look for when creating a business development team. You need people who can create great emails and have writing skills.
• These people also have to have great phone skills and be articulate.
• To save time, and find the right fit design your entire hiring process to look for the skills.
• By doing this you can probably discount 75% of your applicants.
• Also have a voice call and set up a scoring system look for things like voice clarity and vocabulary, plus the energy levels of the person.
• What you’re hirers are in-role, check to see if you got your testing right.
• Paul’s current business is focusing on generation Z. They engage with all types of different brands who want to reach this demographic.
• Paul believes in splitting roles to create predictability.
• Initiating conversations, tone of voice, and not “being in sales”.
• Paul has a two-week training class for his new hires. He also tells a funny story about how one of his new hires prospected Jeff Bezos.
• When your team isn’t too big you can scale fast.

Resources:

• Paul Fifield on LinkedIn
• UNiDAYS
• UNiDAYS Corporate Site
• UNiDAYS Recruiting Video
• Paul Fifield Of Ceros - Does "Predictable Revenue" Work?
• VP Sales North America Job Description Video
• Senior Account Executive Job Description Video
• Sales Development Representative Job Video
• Predictable Revenue
• From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue
• How Google Works
• Sales Acceleration Formula
• HubSpot
• Reed Hastings
• Jeff Bezos