Scorecarding for Success- How to Build an Elite Sales Team

Building Elite Sales Teams

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

Music credit: Epicaly by LiteSaturation

Featured mentions:

https://www.owner.com/

Kyle Norton: linkedin.com/in/kylecnorton

Mentioned in this episode:

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