Executive

Building High-Performing Sales Teams

Function: Sales

Overview

Hiring skills are fundamental for success as a sales leader. This course equips you with the ability to establish a top-notch sales hiring program. You will learn to identify the experiences, skills, and competencies crucial for success in various sales roles. Additionally, this course teaches you about different types of interviews and questions to predict new hire success, avoid common hiring mistakes, and track the progress of sales hires. 

Designer Bio

Lucas Price has nearly 20 years of experience as an entrepreneur and sales leader. As the founder and CEO of Yardstick, he is on a mission to help sales organizations solve the waste and loss from failed sales hires. 


Lucas learned the impact sales hiring could have on a leader’s career trajectory while building the sales team that took Zipwhip from less than $1 million in ARR to over $100 million before its sale to Twilio for $850 million. He is passionate about helping others build sales teams with high-performing cultures. 

Information

Who Should Take

Hiring success is a key pillar for founders, CXOs, VPs, and senior leaders alike. This course is for those who want to go deep into building their hiring skills at an elite level. 

Results to Expect

By the end of this course, you will have the knowledge and skills to:

  • Build a talent selection process that improves your sales organization's success and your team's career trajectory.

  • Build a hiring process that reduces failed sales hires to less than 10% 

  • Reduce the time you and your team spend on hiring

  • Build a culture of great hiring and high-performance

Homework, Assignments, or Expectations

There is no additional work required outside of class.

Attendance Requirements

100% attendance is required to receive your certificate of completion.

Outline

Classes meet every Wednesday from 3:00 PM - 4:30 PM ET, starting April 3rd.


Session 1: The Problem with Sales Hiring

By the end of this class, you will be able to:

  • Understand why investing in the hiring process has a huge ROI

  • Build an Ideal Candidate Profile and a scorecard for sales roles in your organization

  • Effectively recruit at the top of the funnel and use a rigorous and unbiased hiring process to hire undervalued talent

  • Apply the four pillars of sales talent selection to predict sales performance of candidates


Session 2: Evaluating Candidate Competencies

By the end of this class, you will be able to:

  • Screen for high-performing and high-potential candidates

  • Ask behavioral interview questions to evaluate competencies

  • Evaluate example interview questions for competencies common to sales performance, like

    • Resourcefulness

    • Adaptability and coachability

    • Emotional intelligence

    • Planning and organization

    • Learning agility

    • History of achievement

  • Avoid pitfalls when doing competency interviews

Session 3: Chronological Interviewing and Role Plays for Sales Roles

By the end of this class, you will be able to:

  • Effectively interview candidates to understand their sales performance history

  • Avoid pitfalls when interviewing candidates about their sales performance

  • Be able to use role plays in the interview process, such as prospecting for SDRs, discovery for AEs, and coaching for management positions


Session 4: Making the Decision and Tracking Success

By the end of this class, you will be able to:

  • Debrief candidate meetings to improve sales talent selection

  • Effectively do candidate reference checks 

  • Make informed hiring decisions by understanding the pros and cons of using behavioral assessments 

  • Hire the best candidates

  • Create an onboarding plan as a key part of an effective hiring process

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