#15 All About Hiring, A Little About Firing, and What Comes in Between
Driving B2B Sales Revenue
English - August 03, 2020 05:00 - 27 minutes - 18.9 MBManagement Business Homepage Download Google Podcasts Overcast Castro Pocket Casts RSS feed
ABOUT THE GUEST - ADAM JAY, VP of SALES AT SPOTON
From Adam’s LinkedIn Profile:
I am recognized as an Executive Sales Leader with career hallmarked by multiple sales honors including 14 President’s Club Awards. I build and lead high-performance GTM sales teams accountable for $130M+ regions while coaching my team to effectively manage the sales process end-to-end.
Find Adam on LinkedIn: https://www.linkedin.com/in/adambjay/
ABOUT THE EPISODE:
Adam Jay has done a lot of hiring and a bit of firing during his career in sales management. In this episode, Adam shares some of the things he does differently to make sure he gets the best people on the team, helps them do their best when they are on the field, and how he approaches it when its time to consider making a change. It’s a great episode full of smart and actionable ideas - give it a listen!
0:58 - What’s the best sales advice Adam has ever received
1:49 - What’s the worst advice - under promise and over deliver - yes, that’s the worst!
3:46 - More and more sales leaders are hiring, but most struggle to do so effectively - what does Adam do to make sure he is hiring strong sellers
7:58 - How can you tell if someone has a strong work ethic and is coachable during the sales hiring process
10:15 - What kinds of answers to interview questions show you if someone has the right stuff to be successful in a sales role
12:06 - What’s different about the interview process when you can’t do it in person
14:29 - How does Adam approach managing in a remote environment
16:25 - What does Adam look for when it’s time to consider letting someone go
20:29 - How can you use most effectively use metrics to enhance sales effectiveness and performance
22:15 - Adam describes how he uses process and the conversions between the steps and balances the need for process and the needs for each salesperson to find what works best for them
24:50 - Adam talks about the myth that top performers do it all on their own
26:15 - Where to learn more about Adam and SpotOn