Building Elite Sales Teams

Hosted by Lucas Price, Dr. Jim Kanichirayil

Business Management

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Sep 2024

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Constant churn. That's the reality for most B2B sales leaders. The average sales leader is in a role 18 months before moving on. It would be great if they were leaving on a high note. The reality is that most sales leaders are failing. Their teams aren't hitting targets and no amount of "feet on the street" will solve that problem. You can't volume your way to success. Want to build a 100 million ARR sales organization? Then you'll want to listen to someone who's been there and done that. Join Lucas Price, CEO of Yardstick, and learn from some of the best sales leaders in the US on how you can build an elite sales team.

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September 13, 202437 min

Essential Sales Skills for the New Economic Reality

SummaryLucas Price is joined by Mike Kavanagh, Regional VP of Sales at Zendesk, to discuss the evolution sales teams face in transitioning from selling technical solutions to selling business outcomes. Mike shares insights from his 15 years of experience, including the importance of continuous discovery, multi-threaded selling, and cultivating a learner’s mindset. Learn key strategies for developing business acumen within sales teams, engaging multiple stakeholders, and honing essential sales skills amidst economic shifts. This episode is packed with actionable advice for building and leading elite sales teams in today's challenging market.Take Aways Attitude and Effort: Critical traits for any salesperson that can't be taught but must be inherently possessed.Continuous Learning: Sales is constantly evolving; maintaining a learner's mindset is crucial for long-term success.Effective Discovery: Discovery is an ongoing process, with every interaction deepening the understanding of the client’s needs and priorities.Parallel Sales Process: Avoid linear sales approaches by running parallel processes like legal reviews and technical checks simultaneously to streamline deals.Multi-threading in Sales: Always involve key stakeholders, including finance and IT, early in the sales process to ensure alignment and avoid last-minute deal disruptions.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Outro

September 6, 202410 min

BEST Snippet -Unlocking the Secrets to Hiring Top-Performing Sales Reps - Mike Muhfelder

SummaryLucas Price and veteran sales leader Mike Muhlfelder discuss strategies for effectively screening sales candidates. Mike shares his experiences and insights from over 30 years in B2B sales. They dive into critical questions to identify top talent, the importance of accountability, and how salespeople can communicate their value. Learn practical tips for navigating the complexities of hiring in the sales field and ensuring candidate-driven success. Join the conversation to enhance your hiring process and build an elite sales team.Take Aways Challenge of Predicting Success: Interviews alone aren't always indicative of a candidate’s future performance in sales roles.Importance of Personal Accountability: It’s crucial to understand if a candidate takes responsibility for their situation or shifts blame when things go awry.Effective Screening Questions: Asking questions to determine a candidate's motivation and their ability to simplify complex topics can provide valuable insights.Role of Context in Job Performance: Changes in comp plans or territories test a salesperson’s resilience and adaptability.Learning from Experience: Mike shares that valuable hiring lessons often arise from dealing with previous hiring mistakes.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QFull Episode: https://bit.ly/49auC8OConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

August 30, 202411 min

BEST Snippet - Elevating Sales Teams Through Effective Leadership - Wesleyne Whittaker

SummaryJoin Lucas Price as he speaks with Wesleyne Whittaker, founder of Transformed Sales, about developing sales managers into effective leaders and coaches. Wesleyne shares her journey from chemist to sales expert, emphasizing the importance of process-oriented approaches. They discuss common pitfalls in managing front-line leaders, the significance of mindset shifts, and creating individualized coaching plans. The conversation also underscores the need for a culture of continuous learning and the role of upper management in championing change.Take Aways Sales managers often lack essential management and leadership skills as organizations focus more on tactical training for sales reps.Initiating open, honest conversations to identify skill gaps is crucial for creating individualized coaching plans for sales managers.Newly promoted sales managers need a significant mindset shift and should spend their initial period engaging in research and discovery within their teams.Organizations should use data-driven assessments to measure management effectiveness and create customized development programs.Persistence in training and development efforts is key—celebrate small wins to maintain momentum and foster a supportive learning culture.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Wesleyne Whittaker: linkedin.com/in/wesleyneCheck out the full episode here: https://bit.ly/42cmgM1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Outro BEST Snippet Intro

August 24, 202411 min

BEST Snippet: Sustaining Sales Excellence in a Fast-Paced World - Tracy Linne

SummaryLucas Price hosts Tracy Lynn, founder of Revenue Motions, to explore how sales teams can thrive despite changing environments. Tracy discuses the importance of prioritizing people, implementing a structured recruiting strategy, and the critical role of fairness and mission alignment in hiring. She highlights how designing a robust people strategy is comparable to creating a go-to-market plan. Lucas reflects on treating the sales team dynamically, considering what each new hire adds to the existing group. Tune in for insights on building adaptive, high-performing sales teams.Take Aways Focus on People: Prioritize people over process and technology to build high-performing sales teams.Long-Term Strategy: Adopt a long-term, marathon mindset for sustainable growth and agile adaptability.Mission Alignment: Ensure that the sales team’s mission is integrated with the company's overarching mission.Fair and Inclusive Hiring: Implement fairness in recruiting to attract and retain top talent and mitigate biases.Continuous Communication: Maintain tight, well-orchestrated communication across teams to support unified objectives.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8Q Full Episode: https://bit.ly/3YS1ZLOConnect with Dr. Jim: linkedin.com/in/drjimkConnect with Tracy Linne: linkedin.com/in/tracy-linneMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

August 16, 202410 min

BEST Snippet -Junior AE, Senior AE: The Secret to Seamless Promotions - Joe McNeill

Summary Lucas Price chats with Joe McNeill, Chief Revenue Officer at Influ2, about building elite sales teams through career development. Joe highlights the challenge of hiring top AE talent in scaling startups, stressing the value of cultivating talent within. He shares insights on fostering a collaborative meritocracy where sharing ideas, even bad ones, is encouraged. Joe also discusses strategies for progressing entry-level employees into impactful sales roles, spotlighting the benefits of incremental responsibilities and mentorship. Tune in to discover how to create a thriving sales culture and develop top performers.Take Aways Hire Smart and Energetic Individuals: Focus on intelligence, energy, and integrity when hiring to ensure a foundation of capable and motivated team members.Encourage Brainstorming: Cultivate a culture where sharing ideas, even bad ones, is welcomed to foster innovation and incremental growth.Development Over Headhunting: It's more resource-efficient for startups to develop internal talent rather than relying on hiring top-performing AE's from outside.Incremental Responsibility: Gradually increase team members' responsibilities to prepare them for advanced roles without overwhelming them.Flexible Career Paths: Respect personal career choices ensuring the team can thrive with both ambitious employees and those content in supportive roles.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Joe McNeill: linkedin.com/in/joemcneillFull Episode: https://bit.ly/3Tk73pESubscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Outro BEST Snippet Intro

August 9, 202411 min

BEST Snippet - Mastering Sales Enablement and Continuous Improvement - Brian Weiner

SummaryLucas Price talks with seasoned sales leader Brian Weiner on building elite sales teams. They dig into crucial aspects like prioritizing people, transparent communication, fostering accountability, and nurturing an inclusive environment. Brian sheds light on evaluating talent, the significance of intellectual curiosity, proactivity, and coachability. They also discuss effective recruitment strategies and promoting internal growth. This episode offers practical insights into achieving ramp-time reductions and methods for maintaining team motivation and engagement. Perfect for those keen on refining their sales team dynamics and leadership approaches.Take Aways People-Centric Leadership: Investing in and supporting your team is crucial for successful scaling and implementing changes.Rigorous Hiring Practices: Understanding the qualities and skills required for roles and ensuring clear communication with recruiting teams.Internal Promotions: Promoting internally can be more effective as internal candidates are familiar with the company culture and processes.Objective Evaluation: Creating and utilizing objective criteria for evaluating candidate suitability and prospects for promotion.Intellectual Curiosity & Proactivity: Seeking team members with a thirst for knowledge, problem-solving skills, and the ability to take initiative.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Brian Weiner: linkedin.com/in/brianmweinerSubscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/46L4RKUMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

August 2, 202410 min

BEST Snippet - Ramp Faster: The Blueprint for Successful Sales Onboarding

SummaryLucas Price and Taylor Corr dive into building effective seller onboarding programs at Quantcast, a next-generation demand-side platform (DSP). Taylor, with seven years of sales leadership experience, shares insights on developing concrete and structured onboarding processes, emphasizing the importance of clear benchmarks and real-world sales action from day one. They discuss ideal customer profiles, the significance of understanding sales cycles, and data-driven strategies to expedite rep ramp-up time. Join the conversation to learn how to set new reps on the fast track to success. Find Taylor Corr on LinkedIn for more insights.Take Aways Structured Onboarding Programs: Taylor emphasizes the necessity of a specific and concrete onboarding program with clear, standardized benchmarks for new hires, which removes guesswork and facilitates a smoother ramp-up period.Importance of ICP and Personas: Understanding the Ideal Customer Profile and the Personas marketers target is foundational for new reps. This knowledge allows them to craft relevant messages and navigate sales conversations effectively.Bias to Action: Taylor advocates for a proactive approach where new reps are encouraged to engage in sales activities early on, even if it means stepping out of their comfort zone. Real-life pitches and outbound activities provide invaluable learning experiences.Data-Driven Benchmarks: Building benchmarks based on sales cycle data and close rates ensures that onboarding programs are not only structured but also tailored to set reps up for success from the start.Continuous Learning and Adaptation: An effective onboarding program evolves over time, with continuous adjustments based on collective data and rep feedback to maintain relevance and effectiveness.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/46GFN7VMentioned in this episode:BEST Snippet Outro BEST Snippet Intro

July 26, 20249 min

BEST Snippet - Work Hard, Play Hard: Crafting a High-Energy Sales Culture

SummaryLucas Price interviews Dan Dionne, VP of Sales at Review Wave, on building elite sales teams. Dan shares insights from his journey, including his time at CarGurus during its hypergrowth phase. They chat about hiring 'A' players, the balance of fun and accountability in team culture, and the importance of continuous training with real-time call reviews and live battle cards. Dan emphasizes maintaining high energy and clear performance expectations to keep teams motivated and productive. Discover actionable strategies for developing a successful, high-performing sales environment.Take Aways Hire with a Plan: It's crucial to meticulously define the attributes of an 'A' player and stick to this blueprint to avoid bad hires that can impede team performance.Celebrate Wins: Keeping morale high through celebrating small and large victories fosters a productive and engaging work environment.Structured Training: Continuous training and the use of tools like live battle cards are essential for maintaining high performance and adaptability in sales.Maintaining Balance: While promoting a fun and energetic culture is important, maintaining accountability and performance metrics is key to success.Adaptability in Sales: The ability to push through objections and continue probing for solutions is a critical skill for sales success.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkFull Episode: https://bit.ly/49GxDifMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

July 19, 202410 min

BEST Snippet - Hiring Stars: How to Build an Elite Sales Team from Scratch - Chip Neal

SummaryLucas Price sits down with Chip Neal, VP of Sales at Abacus Technology, to explore the art of building elite sales teams. With 35 years of sales leadership experience, Chip emphasizes the importance of identifying exceptional talent, training them to meet high standards, and fostering an environment where they can thrive. Discover how emotional intelligence plays a crucial role in sales and why talent is irreplaceable. Gain insights into Chip's interview strategies and learn from his experiences on recognizing the right person for the right job.Take Aways Finding the Right Talent: Focus on hiring individuals who possess exceptional skills and fill gaps within the team, rather than just mirroring your qualities.Training and Accountability: Provide clear expectations and continuous support to develop a well-rounded and accountable team.Emotional Intelligence: Evaluate candidates’ emotional intelligence through scenario-based questions and role-playing exercises to gauge their ability to handle stress and maintain integrity.Self-awareness in Leadership: Successful leaders must be self-aware, hiring individuals who complement their weaknesses and have the potential to take over their roles.Talent Over Tools: While sales tools and products are important, the innate and learned talents of individuals are paramount in building an elite team.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1Connect with Chip Neal: linkedin.com/in/chip-neal-5211938Subscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QFull Episode Link: https://podcast.yardstick.team/episode/how-to-avoid-settling-for-mediocre-sales-talent-by-challenging-the-standards/Connect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Intro BEST Snippet Outro

July 12, 202410 min

BEST Snippet - The Anatomy of a Perfect Sales Hire: Scorecards and Beyond Featuring Kyle Norton

SummaryLucas Price and Kyle Norton dive into the essentials of building elite sales teams. They discuss Kyle's proven framework for talent acquisition, onboarding, and continuous development. Learn about the significance of scorecards in maintaining hiring consistency, the importance of mindset, skills, and specific knowledge in selecting the right candidates, and how structured evaluation criteria can reduce cognitive bias in hiring. Gain actionable insights that can enhance your ability to build and sustain a high-performing sales team.Take Aways Structured Hiring Process: Using a consistent, pre-determined set of criteria and scorecards for evaluating candidates helps eliminate cognitive biases and improve the quality of hires.Mindset Over Skillset: For early-stage and high-velocity environments, prioritizing mindset traits such as drive and curiosity is often more critical than specific sales experience.Comprehensive Scorecards: Breaking down evaluation into mindset, skills, and specific knowledge ensures comprehensive assessment suited to the company's needs and market.Continuous Development: Regular coaching and development of sales teams are crucial for keeping up with evolving market demands and achieving long-term success.Career Planning: Clear internal career mapping is essential to keep team members engaged and motivated for the long haul.Learn More: https://www.yardstick.team/Connect with Lucas Price: linkedin.com/in/lucasprice1 Full Episode: https://podcast.yardstick.team/episode/scorecarding-for-success-how-to-build-an-elite-sales-teamSubscribe to our YouTube Channel: https://youtube.com/playlist?list=PLR0BMWoMgPMcHJ4yLLSUhbuafMmdhJTSy&si=tzQz7NFvDdT8Kj8QConnect with Dr. Jim: linkedin.com/in/drjimkMentioned in this episode:BEST Snippet Intro BEST Snippet Outro