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Score-carding for Success- How to Build an Elite Sales Team
Manage episode 409407828 series 3517958
Content provided by Lucas Price, Dr. Jim Kanichirayil, Lucas Price, and Dr. Jim Kanichirayil. All podcast content including episodes, graphics, and podcast descriptions are uploaded and provided directly by Lucas Price, Dr. Jim Kanichirayil, Lucas Price, and Dr. Jim Kanichirayil or their podcast platform partner. If you believe someone is using your copyrighted work without your permission, you can follow the process outlined here https://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
Connect with Kyle Norton: linkedin.com/in/drjimk
Music credit: Epicaly by LiteSaturation
Featured mentions: https://www.owner.com/
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