This episode of the Revenue Harvest Podcast with Nigel Green features John McMahon, author of The Qualified Sales Leader and five-time CRO. Effective sales uses language that can be understood. Within sales teams, aligning the common terminologies is critical when companies are scaling and taking on massive amounts of new team members.

When it comes to the actual hiring process, companies can calculate the risk they have to take before taking on a new hire and apply tools like Profile XT to match the best prospects. John also points out that assessing character should be done alongside skills and culture fit.

Hiring in the sales leader position or higher has a huge impact on company success. In the event of underperforming hires, there are strategies you can use to identify key strengths. Sometimes, problematic sales leaders need to learn that, beyond delivering revenue numbers, excellent performance also means being a team player.

You can connect with John in the links below:

LinkedIn - https://www.linkedin.com/in/johnmcmahon1/
The Qualified Sales Leader (Amazon Book Page) - https://www.amazon.com/Qualified-Sales-Leader-Proven-Lessons/dp/0578895064

To hear more episodes of The Revenue Harvest Podcast, you can visit http://www.therevenueharvest.com/ or listen to major podcasting platforms such as Apple, Google, Spotify, etc.

You can also connect with Nigel by visiting the following links:

Website (Revenue Harvest) - http://www.therevenueharvest.com/
Website (Nigel Green) - https://nigelgreen.co/
LinkedIn - https://www.linkedin.com/in/revenueharvest/

HIGHLIGHTS

03:45 Using a common language within the sales team

08:32 Don't be a glorified scorekeeper, monitor deal progression instead

12:00 Holding reps accountable to slip deals and qualifying deals off the forecast

16:19 Hiring based on risk and using Profile XT

26:48 Assessing character in addition to skills

32:09 Hiring sales leaders and dealing with underperforming hires

37:57 Finding the best candidates for promotion

QUOTES

05:28 "We have different definitions of the same words. So I think you can't really communicate in sales, you can't communicate in sports, until you have a common vocabulary for a common playbook."

10:09 "I think it's more important to monitor deal progression than it is to just be a glorified scorekeeper and say Nigel took 12 swings but he didn't get a hit. Who cares, anybody can do that. I don't need a high paid sales leader to do that."

28:10 "If I don't have that type of character, that persistence, heart, and desire, I'm never going to be great at it. And that's the same thing with skills in sales. So I'll move from there."

34:32 "If I think that this person's not going anywhere, why am I joining that company? I'm not really working for the company, I'm working for the leader."

39:41 "When they start to understand that it's not about them, it's about everybody else and the way that they get promoted in this organization is by helping other people be successful, whether that's on their team or outside their team."

Leading Sales Teams During Hyper-Growth with John McMahon