Hiring high-performing teams is no easy feat for CEOs, but when it comes to sales teams, the stakes are exponentially higher. 

Achieving your organization's business objectives hinges on building and scaling a successful sales force that drives predictable revenue growth.

But what do you do when sales are stagnant and results fall short of expectations? 

It's time to examine how we, as CEOs, have supported the growth of our sales teams.

In a value-packed conversation with Lori Richardson, a renowned sales strategy expert and founder of Score More Sales, we dive into the crucial factors that contribute to building peak performing sales teams.

Lori emphasized the utmost importance of hiring the right people, empowering effective sales leaders, and providing ongoing coaching and support.

Discover how you can revolutionize your sales teams and supercharge your business success with these insights from a true sales guru.

Chapters

04:30 Challenges with traditional sales training and accountability

08:37 Importance of hiring the right salespeople and coaching them

09:45 Discussion on the need for training on hiring and assessing candidates

11:27 Importance of setting up a customized assessment for each sales role

13:29 Critique of using personality assessments for hiring salespeople

17:09 Importance of setting clear criteria and avoiding excessive requirements

24:09 Discussion on the concept of "culture add" in hiring

29:58 Importance of expanding networks and connections for diversity hiring

32:08 Tips for making job postings more appealing to diverse candidates

35:30 Importance of sticking to the hiring process and not deviating

40:00 Importance of assessing existing sales teams and leaders

45:24 Importance of developing a strong sales team for company valuation

About Guest

Lori Richardson is the CEO, Speaker, and Founder of Score More Sales, a consultancy she established in 2002 to assist companies in boosting their revenues through strategic sales endeavors. Her expertise stems from over two decades of experience in B2B sales and leadership roles. With a commendable career in tech sales under her belt, Lori envisioned Score More Sales to be a beacon for leaders of mid-sized businesses, guiding them in hiring competent sellers and appraising their incumbent sales teams. As of 2022, the company marked its 20th year, symbolizing two decades of dedicated service in the realm of sales consultancy. Apart from her role as the head of Score More Sales, Lori has made significant contributions to the sales domain as an author. She penned "She Sells," a book that serves as a manual for company and sales leaders to effectively discover, enlist, and retain sales talent.

Social Links 

You can learn more about and connect with Lori Richardson in the links below.
Connect with Lori on LinkedIn:
(99+) Lori Richardson | LinkedIn

Check out Score More Sales website:
ScoreMoreSales - More of What Works, Now

You can learn more about and connect with Alice Heiman in the links below.
Connect with Alice on LinkedIn:
(99+) Alice Heiman | LinkedIn

Check out Alice’s website:
Alice Heiman - Alice Heiman