💡 In this episode of the Sales Leadership Awakening podcast, Brandon Nye, Vice President of Sales for Inmode, shares the key qualities to look for when hiring salespeople, including a proven track record in B2B sales and a competitive mindset. They also explore the challenges of managing high-performing sales reps and the importance of creating a collaborative and supportive team culture. Brandon shares insights on the importance of reality testing, emotional intelligence, and the power of community in driving sales success. 💡

“What you’ll find with these alpha driver, mega achievers is that you can’t treat them all the same. That they’re all individuals, so you’ve got to really assess each situation and understand what their drivers are. ” - Brandon Nye

Bridging the gap between knowledge and action in sales leadership involves prioritizing hiring top-performing salespeople with both hard and soft skills, adopting a growth-oriented mindset to manage high-performing reps effectively, and fostering a collaborative sales culture that encourages knowledge sharing and teamwork. Brandon's insights offer valuable guidance in these areas. By implementing these strategies, sales leaders can improve sales performance and drive organizational success.

Brandon Nye on LinkedIn

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn

💡 In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley feature Gerilyn Horan, the VP of Group Sales and Strategic Accounts for Hilton, to discuss her experience in sales leadership in the hospitality industry. They delve into the importance of creating a safe and supportive environment for team members, the power of feedback and coaching, and the impact of a strong company culture on employee engagement and retention. 💡

They discuss why Hilton was ranked the top great place to work globally and also share insights into its successful coaching and development programs that foster high employee retention rates and satisfaction.

“I think the general piece is just to give them a place of safety to talk about whatever they want. Listen to what they have to say, be transparent in your thinking and communication with them, and hopefully provide some guidance or direction.” - Gerilyn Horan

Creating a nurturing environment and holding regular one-on-one coaching sessions are crucial for team motivation and growth. Implementing strategies like scrimmage sessions instead of role-playing enhances performance and team alignment. These initiatives support a strong bench and succession plan, ensuring smooth transitions and operational continuity.

Follow Gerilyn Horan on LinkedIn

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn

💡In this episode of the Sales Leadership Awakening podcast, Steven Rosen and Colleen Stanley discuss the high cost of making a bad hire in sales. They emphasize the importance of creating an ideal hiring profile with hard and soft skills and non-negotiables. They also stress the need for a systematic hiring process, including behavioral interviews and assessments. 💡

By following a rigorous and thoughtful approach to hiring, Colleen and Steven highlighted that sales leaders can avoid costly mistakes and build high-performing teams.

“As you said, be ruthlessly rigorous, but also follow a defined process. For those who are not that skilled, having the questions helps. Listening helps, and making notes is integral to a good process.” - Steven Rosen

Bad hires can cost a lot, from financial losses to missed opportunities against competitors. Applying sales principles, such as defining your ideal client, can guide your hiring strategy. Setting clear non-negotiables and evaluating emotional intelligence during interviews is crucial. Stick to a systematic hiring process with fit interviews and assessments to make better decisions, and keep recruiting ongoing to avoid desperate hires.

Follow Colleen Stanley on LinkedIn

Follow Steven Rosen on LinkedIn