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Scorecarding for Success- How to Build an Elite Sales Team
Manage episode 381946337 series 3517958
Contenuto fornito da Lucas Price, Dr. Jim Kanichirayil, Lucas Price, and Dr. Jim Kanichirayil. Tutti i contenuti dei podcast, inclusi episodi, grafica e descrizioni dei podcast, vengono caricati e forniti direttamente da Lucas Price, Dr. Jim Kanichirayil, Lucas Price, and Dr. Jim Kanichirayil o dal partner della piattaforma podcast. Se ritieni che qualcuno stia utilizzando la tua opera protetta da copyright senza la tua autorizzazione, puoi seguire la procedura descritta qui https://it.player.fm/legal.
Summary
Kyle Norton shares his insights on building elite sales teams. He emphasizes the importance of talent, systems engineering, playbooks, coaching development, and culture in creating a high-performing sales organization. He highlights the significance of repeatability and consistency in achieving success. Kyle also discusses the key elements of a scorecard and the importance of structured interviews to make better hiring decisions.
Take Aways
Talent, systems engineering, playbooks, coaching development, and culture are the key elements of building an elite sales organization.
Repeatability and consistency are indicators of a well-functioning sales system.
The performance of the middle-class salespeople is a better measure of a sales leader's abilities than the performance of top performers.
Scorecards help eliminate cognitive biases and ensure consistent evaluation of candidates.
Mindset, skills, and specific knowledge are important criteria to consider in a scorecard.
Asking follow-up questions and digging deeper during interviews helps assess candidates' mindset and abilities.
Triangulating data from scorecards, references, and other sources is crucial for making informed hiring decisions.
Learn More: https://www.yardstick.team/
Connect with Lucas Price: linkedin.com/in/lucasprice1
Connect with Dr. Jim: linkedin.com/in/drjimk
Music credit: Epicaly by LiteSaturation
Featured mentions:
https://www.owner.com/
Kyle Norton: linkedin.com/in/kylecnorton
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