Managing sales reps feels like a necessary evil for so many business owners. They just want to hand off the responsibility of following up with and closing leads, but there are so many opportunity costs you pay for when you don't have top sales talent.

In this episode I walk through what I look for when assessing sales teams and how I start uncovering the opportunity costs associated with mediocre performers.

As the market gets more uncertain, there's more and more opportunity to waver and freeze. In this episode I go over the antidote to this and why it's the number one trait of great leaders that I see in action every day.

In this episode, I walk through my counter-intuitive approach to improving your sales team and getting more deals closed as fast as possible.

You'll get some clear takeaways you can go implement today that will move the needle immediately.

Whether you get too involved in every little detail, or are too hands off, both extremes are recipes for disaster in any small business.

I walk you through the effective strategies for identifying what to delegate and what to hold onto as you grow through various revenue plateaus.

There's no one-size-fits-all solution, and regularly re-evaluating your role is the best path to finding the right balance.

The primary focus of this discussion is the comprehensive recruiting system that I have developed, a methodology that has proven to outperform traditional recruiting agencies in sourcing top-tier talent for my clients.

Throughout this episode, I meticulously walk through each phase of the recruiting process. I cover what sets apart exceptional recruiters from their average counterparts, with particular emphasis on the practices adopted by Fortune 500 companies which invest significantly in human resources and talent acquisition.

Takeaways:

• In this episode, I meticulously outline my comprehensive recruiting system that surpasses traditional recruiting agencies.
• We delve into the essential steps required to effectively identify and attract top-performing talent for any business.
• Understanding the specific role and responsibilities of a new hire is critical for successful recruitment.
• Effective job advertisements should prioritize what makes the company unique and appealing to prospective candidates.

Matt Coffman, owner of Therapy Practice Accelerator, shares his transformative journey in enhancing the sales process for his agency serving mental health professionals. After collaborating with Josh Long, he discovered that raising prices and recruiting experienced salespeople significantly boosted his business's performance, leading to a remarkable 33% increase in revenue from July to December 2023. Matt reflects on his initial struggles with sales and the misalignment in his previous approaches, which often didn't suit his unique market. The discussion highlights the importance of finding the right talent and adopting a consultative sales approach, akin to that of a surgeon, to establish trust and clarity with clients. Ultimately, the episode emphasizes the power of systematic diagnosis and tailored solutions in driving business growth.

Josh explores the often misunderstood realm of sales training, emphasizing that a strategic approach is far more effective than traditional training sessions. He highlights the importance of assessing a sales team's current performance and identifying the top 20% that generate the majority of results.

Instead of generic training, he advocates for a tailored strategy that focuses on leveraging the strengths of top performers while addressing specific market opportunities. Through real-life examples, Josh illustrates how companies can benefit from strategic conversations that prioritize meaningful outcomes over chaos. By aligning sales efforts with clear growth objectives, businesses can create a more focused and efficient sales process that drives lasting success.

Consulting for small businesses is evolving, and a holistic approach is becoming increasingly vital for sustainable growth. Josh discusses the limitations of traditional consulting methods, which often lack thorough diagnostics and fail to consider the broader picture essential for unlocking a company's true potential. While many consultants focus on specific tactics—like marketing or sales—Josh asserts that these tactics are only part of the equation. He emphasizes the need to address the mindset of business owners, identifying it as the ultimate bottleneck that can hinder growth. Through his decades of experience, he has learned that tackling emotional barriers and limiting beliefs can lead to significant breakthroughs, which is a crucial aspect of his approach.

Takeaways:

• Josh emphasizes a holistic approach to consulting that addresses both business challenges and the mindset of the owner.
• Effective consulting for small businesses requires deep diagnostics to uncover underlying issues and opportunities for growth.
• The bottleneck to business growth often lies in the mindset of the owner, which must be addressed for sustained success.
• Consultants should avoid being one-trick ponies and instead provide comprehensive solutions that align with business needs.
• A successful consulting model aligns performance-based compensation with specific outcomes, fostering mutual success for both consultants and clients.
• Josh believes that addressing personal growth alongside business development leads to better results and fulfillment in both areas.