On this episode of the Sales Leadership Show, Jarrod Glandt,  President of Grant Cardone Enterprises, explains how he leads his sales team, what he looks out for in new hires, and how to refocus people towards mega success.

Resources:

Jarrod on LinkedIn

GrantCardone.com

Podcast: Young Hustlers Podcast

@jarrodglandt

Previous episode: How To CRUSH ANY Cold Calling OBJECTION With Jarrod Glandt / Salesman Podcast

Transcript

Will Barron:

Coming up on today’s episode of the Sales Leadership Show. I want to just start the show by asking you how is going into 2021?

 

Jarrod Glandt:

When I first started with Grant, the penetration of clients that we had in a particular industry was very high. And what I think the pandemic did was it exposed some people who were very reliant on very narrow client base.

 

Will Barron:

Give me kind of the stack, the technology stack that you use.

 

Jarrod Glandt:

Yeah. So we don’t have a… Grant doesn’t… Until we get a check from them, we don’t talk about it, so. But we’ve got a database, a massive database, 1.9 million contacts.

 

Will Barron:

This is a slight, but it’s slightly more old school. You just have a team of individuals, or I guess, warm, semi cold calling people who are on their list.

 

Jarrod Glandt:

The new norm is cold emails, big list, find out who’s interested and then only call those people. But if we did that, we’d leave money on the table and we’re not willing to do that.

 

Will Barron:

Is there anything else that would be uncommon that you do look for?

 

Jarrod Glandt:

It sounds silly, but we want people that want to make money.

 

Will Barron:

Hello sales nation and welcome to today’s episode of the sales leadership show. My name is Will Barron, your host, and on today’s episode, we’re getting into it with Jarrod Glandt. Here’s the president of Grant Cardone Enterprises. On today’s episode, we’re looking at how you can refocus your team moving from 2020, which has been a mess for a lot of businesses and a lot of leaders moving into 2021, where there’s a tonne of new opportunity. Everything that we talk about is available in the show notes over to salesleadership.org. And with that, let’s jump right into it. Jarrod, welcome to the Sales Leadership Show.

 

Jarrod Glandt:

Man, it’s great to be here with you Will again. Although this is a new show, I had such a great time with you last time we had the opportunity to do this together, so it’s good to be back.

 

The Evolution of Sales Leadership in 2021 Compared to Previous Years · [02:15] 

 

Will Barron:

I’m glad to have you back on. Okay. So Jarrod, no mess around here. We’ve just come out of, and you give me your thoughts and opinions on this in a second, but for a lot of businesses, a somewhat difficult or maybe extremely difficult. Yeah. Dependent if you’re selling anything to do with airliners or anything like that, right? And you’ve been at Grant Cardone Enterprises now over a decade, which is sick. Congratulations on that. I want to just start the show by asking you just very purposefully open-ended,