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/