Hiring Top Sales Talent: What the Best Companies Do

In this curated episode of the Revenue Builders Podcast, John
McMahon and John Kaplan delve into the essential characteristics
of successful hiring companies, joined by J.R. Butler, founder of
the Shift Group. Together, they explore the key elements that
make a company excel in recruiting, developing, and retaining top
talent, particularly athletes and veterans transitioning into
sales roles.


KEY TAKEAWAYS


[00:00:49] Characteristics of A-Players: A-Players are hungry to
learn, self-starters with a no-victim mentality, and persistent
learners from their mistakes.
[00:01:23] Key Considerations for Hiring Companies: Sell the
opportunity and potential outcomes. Foster a culture of
excellence, growth, and development. Establish clearly defined
goals to drive performance.
[00:02:30] Culture Beyond Surface: True culture goes beyond
superficial elements like themed Zoom days. It's about what
people do when nobody's looking, emphasizing structure, practice,
and rewarding the right behaviors.
[00:05:08] Intimate Leadership: Leaders must understand the
nuances of individuals, whether athletes or military veterans, to
guide their growth effectively.
[00:06:44] Work Preferences of Athletes and Veterans: Consider
the unique situations of career transitioners, and understand
their willingness to relocate or work remotely.
[00:08:35] The Art of Selling the Opportunity: Companies should
be adept at not only selling the job but also articulating why
the candidate should choose them over other opportunities.


HIGHLIGHT QUOTES


[00:01:08] "As a hiring company, you need to sell the opportunity
and the potential outcome. But you also have to have a culture of
excellence, growth, and development."
[00:02:09] "Culture is what people do when nobody's looking. To
create a culture where people do the right things, you've got to
have that type of structure where they can practice and are
rewarded for practice."
[00:07:34] "Why would somebody want to work for this company? Why
would somebody want to work for you? It's a really good exercise.
So important."


Listen to the full episode with JR Butler
through this link:
https://revenue-builders.simplecast.com/episodes/assembling-a-top-sales-team-with-jr-butler/


Check out John McMahon’s book here:
Amazon Link: https://a.co/d/1K7DDC4


Check out Force Management’s Ascender platform
here: 
https://my.ascender.co/Ascender/