In this episode of Sales [UN]Training, Kelly Riggs hosts Michael Lang, the founder of SG Partners, to dive deep into the intricacies of hiring salespeople and the common pitfalls that sales leaders encounter in the recruitment process. The discussion kicks off with a reflection on how sales organizations often miss the mark by not setting clear expectations during the hiring phase, leading to a high turnover rate. Lang shares insights from his 16 years of experience in helping sales and leadership teams enhance their effectiveness, emphasizing the importance of strategic hiring, clear communication, and the development of a bulletproof sales process. He argues that success in sales recruitment is not just about finding candidates with the right skills but also about ensuring they align with the company's culture and sales strategy.

Lang highlights common hiring mistakes, such as prioritizing industry knowledge over sales capability and the failure to develop clear criteria for assessing candidates. This episode offers valuable perspectives for sales leaders aiming to reduce turnover and build a more effective sales force, making it a must-listen for anyone involved in sales leadership or recruitment.

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Kelly Riggs is an author, speaker, and business consultant for executives and companies throughout the United States and Canada. He has written two books: 1-on-1 Management: What Every Great Manager Knows That You Don’t and Quit Whining and Start SELLING! A Step-by-Step Guide to a Hall of Fame Career in Sales.

Get more Kelly: www.BizLockerRoom.com.

Widely recognized as a powerful speaker and performance coach in the areas of sales, management leadership, and strategic planning, Kelly is a former sales executive, a two-time national Salesperson-of-the-Year, a business owner, and a member of the Forbes’ Coaches Council since 2019.

Music and Editing by Doug Branson and Pod About It Productions