Build the Sales Team From the Ground Up

Investing in hiring skilled sales professionals or managers is essential for business growth. They are critical in driving revenue, expanding market presence, building customer relationships, and staying ahead of the competition. In this value-packed conversation with John O'Brien of Sales Talent Group, we discuss the key considerations for sales hiring in a company.  

John highlights when to hire a salesperson or sales manager, emphasizing the importance of assessing current workload, market demand, and growth projections. He gives insights into the qualifications to look for in candidates, including strong communication skills, resilience, industry knowledge, and previous sales experience. John also touches on indicators for when it might be necessary to replace a sales manager, such as declining performance, poor team morale, or a misalignment with company goals.  

A seasoned executive in the field of sales, John specializes in placements across the United States. As the Founder, CEO, and Managing Partner of Sales Talent Group, he oversees the day-to-day operations of the Professional Sales Search Division, focusing on both outside and inside sales professionals across various leadership levels. With a track record of success, John has consistently ranked in the top three among over 600 nationwide sales professionals during his 15-year tenure at Lanier Worldwide. His experience includes roles such as Sales Manager in New Orleans, Louisiana, National Sales Trainer, and Director of Marketing & Sales Center in Atlanta, Georgia. 

Key moments:

• [00:01] Introduction to the show with John O’Brien and his backstory in sales  

• [02:21] When is the right time to do sales hiring in a company?

• [06:01] The two different schools of thought in sales

• [08:05] The process of job design in sales hiring 

• [10:38] The role of the company’s board in finding the right sales candidate

• [11:43] Key qualifications to consider in your first hire of a sales professional

• [14:58] Why attitude, aptitude, and desire are key considerations when hiring a salesperson 

• [16:08] The financial aspect of the sales manager and how startups can navigate

• [22:17] Job titling mistakes to look for

• [30:10] Common mistakes entrepreneurs make when hiring a sales manager

• [31:35] Guidelines on when to let a sales professional leave the company

• [38:49] What portfolio companies mostly struggle with as it relates to hiring

  
  

  Standout Quotes: 

  •  "Frequently, the first sales hire is super difficult because most of the times we don't know what the trigger is."- Christy Johnson [1:55] 

•  "Job design boils down to what needs to be done. Nobody ever gets fired for their lack of doing. Usually, it is for what they did not get done."- John O'Brien [08:05] 

  
  

  Let's Connect 

  John O'Brien 

  Sales Talent Group 

  LinkedIn: https://www.linkedin.com/in/johnsalestalentgroup/ 

  LinkedIn: https://www.linkedin.com/company/sales-talent-group/ 

  Website: https://salestalentgroup.com/ 

   

  BIP Ventures 

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  LinkedIn: https://www.linkedin.com/bipventures/ 

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