Hire Power Radio Show

Why You Keep Hiring the Wrong Salespeople with Gary Braun

Listen Later

You’ve been here before—hiring a “rockstar” salesperson who dazzles in the interview but fails to deliver. Flat revenue, missed targets, and excuse after excuse. Sound familiar?

This week on the Hire Power Radio Show, Rick Girard digs into the root of this all-too-common issue with sales leadership expert Gary Braun. Together, they break down why small businesses consistently hire the wrong type of salesperson—and what to do about it.

Gary brings deep expertise from his time growing a company from $1M to $400M in revenue, and now helping 400+ companies build high-performing sales teams through Pivotal Advisors.

Key Takeaways

  • Sales roles aren’t one-size-fits-all: Define your specific sales needs—hunter vs. farmer, service vs. product, inside vs. outside, and more.
  • Most interviews fail at the basics: Without a structured interview process tailored to sales, poor hires are inevitable.
  • Positioning is everything: Ensure candidates are positioned properly for your company, not just anyone’s.
  • Stop relying on interviews alone: Incorporate assessments, real-world activities, and informal settings like dinners to evaluate the whole person.
  • Build a multi-touch hiring process: Involve multiple perspectives, clear expectations, and defined next steps.

    Actionable Advice for Your Business

    1. Define the role with precision. Don’t settle for vague traits—outline the exact skills needed for your ICP (Ideal Customer Profile).

    2. Design a repeatable interview process. Go beyond gut feelings and surface-level charm.

    3. Leverage data-driven tools. Use assessments and scenario-based activities to test real-world selling skills.

    4. Focus on alignment. Ask: is this candidate the right fit for the sales environment I’ve built?

      Guest Links:

      LinkedIn: Gary Braun

      Company: Pivotal 

      Advisors

      YouTube: Pivotal Advisors

      Facebook: Pivotal Advisors

       Host Links:

      LinkedIn:  Rick Girard

      Company: Intertru, Inc.

      Podcast: Hire Power Radio Show & Podcast

      Book: Healing Career Wounds (Amazon)

        

      Powered by Intertru

      ...more
      View all episodesView all episodes
      Download on the App Store
      Hire Power Radio ShowBy WRKdefined Podcast Network
      • 4.7
      • 4.7
      • 4.7
      • 4.7
      • 4.7

      4.7

      39 ratings

      More shows like Hire Power Radio Show

      View all
      The Ben Shapiro Show by The Daily Wire

      The Ben Shapiro Show

      154,092 Listeners

      The Way I Heard It with Mike Rowe by The Way I Heard It with Mike Rowe

      The Way I Heard It with Mike Rowe

      41,277 Listeners

      REAL AF with Andy Frisella by Andy Frisella

      REAL AF with Andy Frisella

      32,739 Listeners

      THE ED MYLETT SHOW by Ed Mylett | Cumulus Podcast Network

      THE ED MYLETT SHOW

      14,052 Listeners

      The Game with Alex Hormozi by Alex Hormozi

      The Game with Alex Hormozi

      4,449 Listeners

      The Shawn Ryan Show by Shawn Ryan

      The Shawn Ryan Show

      44,748 Listeners

      The Bible in a Year (with Fr. Mike Schmitz) by Ascension

      The Bible in a Year (with Fr. Mike Schmitz)

      61,414 Listeners

      The Elite Recruiter Podcast by Benjamin Mena

      The Elite Recruiter Podcast

      42 Listeners

      The Mel Robbins Podcast by Mel Robbins

      The Mel Robbins Podcast

      19,998 Listeners

      Build with Leila Hormozi by Leila Hormozi

      Build with Leila Hormozi

      934 Listeners

      BigDeal by Codie Sanchez

      BigDeal

      899 Listeners

      Take It Outside with Jay Cutler and Sam Mackey by Outsider

      Take It Outside with Jay Cutler and Sam Mackey

      33 Listeners