Gaining the Technology Leadership Edge: Strategies for Building High-Performing Sales Teams

Welcome to Gaining the Technology Leadership Edge, a podcast dedicated to helping tech executives succeed and further their career goals. In today's episode, we have a special guest, Jeff Hines, a successful sales executive with over 30 years of experience. Jeff is passionate about helping sales professionals lead and win, and he specializes in helping companies level up their sales teams and eliminate sales mishires.

The Challenge of Building High-Performing Sales Teams

Jeff begins by addressing the common challenge faced by CEOs, presidents, and CROs of mid-sized companies - sales professionals who consistently fail to meet revenue targets. He emphasizes the importance of identifying the gaps and deficiencies within the sales team that hinder their success. Jeff offers a solution in the form of a sales team evaluation, which provides insights into the team's skill set and identifies areas for improvement.

The Importance of Eliminating Sales Mishires

In addition to evaluating existing sales teams, Jeff also focuses on eliminating sales mishires. He highlights the high cost of hiring the wrong person, which can amount to up to $500,000 per role. Jeff's proven hiring process, which boasts a 92% predictive validity, helps companies identify the right sales candidates before they even walk through the door. By assessing 21 sales-specific competencies and 288 data points, Jeff ensures that companies hire sales professionals who possess the necessary will to sell, sales DNA, and competencies.

The Three Tiers of Sales Success

Jeff breaks down the components of sales success into three tiers. The first tier is the "will to sell," which encompasses the desire and commitment of the salesperson. Without the drive and dedication to succeed, even the most skilled salesperson will struggle. The second tier is the sales DNA, which includes the behaviors, beliefs, and attitudes that shape a salesperson's approach. Finally, the third tier consists of the sales competencies or skills required for success in the role. Jeff emphasizes the importance of assessing all three tiers to ensure a well-rounded and effective sales team.

The Importance of a Structured Hiring Process

Jeff emphasizes the need for a structured and repeatable hiring process to optimize the recruitment of sales professionals. He outlines the key steps in this process, including creating a selling profile, writing a job description, sourcing candidates, and leveraging automation. Jeff also highlights the importance of a team approach, involving multiple stakeholders in the hiring process to ensure a comprehensive evaluation of candidates. He emphasizes the significance of phone interviews to eliminate biases and the importance of scorecards and structured interviews to maintain consistency.

Onboarding and the 30-60-90 Day Rule

Jeff stresses the importance of onboarding in the success of new sales hires. He recommends following the 30-60-90 day rule, which involves providing support and guidance to new hires to help them understand the company values, their role, and the expectations placed upon them. Jeff emphasizes the need for a growth path and clear communication of opportunities for advancement within the company. By setting clear expectations and providing ongoing support, companies can set their sales hires up for success.

The Unique Challenges of Hiring Salespeople

Jeff acknowledges the unique challenges of hiring salespeople compared to other roles within a company. Salespeople face constant competition, must learn complex products and services, and require resilience to bounce back from rejection. Jeff emphasizes the need for a structured hiring process that evaluates not only skills but also the will to sell and sales DNA. By finding the right fit for each sales role, companies can maximize their sales team's potential and drive revenue growth.

The Impact of Compensation Plans on Sales Performance

Jeff acknowledges the impact of compensation plans on sales performance. He highlights the importance of aligning compensation with the company's goals and values to motivate salespeople effectively. By creating a compensation plan that rewards success and provides a clear growth path, companies can attract and retain top sales talent. Jeff also emphasizes the need for ongoing evaluation and adjustment of compensation plans to ensure they remain competitive and aligned with market trends.

Conclusion and Future Outlook

In conclusion, building high-performing sales teams requires a structured and comprehensive approach. By evaluating existing sales teams, identifying gaps, and implementing targeted strategies for improvement, companies can optimize their sales performance. Additionally, by implementing a rigorous hiring process that assesses the will to sell, sales DNA, and competencies, companies can eliminate sales mishires and ensure they hire the right sales professionals. With a focus on onboarding and ongoing support, companies can set their sales hires up for long-term success. By addressing these challenges and implementing best practices, companies can gain the technology leadership edge and drive revenue growth in the ever-evolving tech industry.

As the tech industry continues to evolve, the need for high-performing sales teams becomes increasingly crucial. By following the strategies and insights shared by Jeff Hines, companies can overcome the challenges of building and maintaining successful sales teams. With a focus on evaluating existing teams, implementing a structured hiring process, and providing ongoing support, companies can position themselves for long-term success in the competitive tech landscape.