0:04
I know everyone wants to jump right into how you can hire a sales team and make a ton of money. We will get there. But before we do, I'd like to go into a few details and dispel a couple of myths about sales. Myths which I believe can hurt you and your chances of success. Myth number one. The sales superstar. Throughout my career, I've been asked by many CEOs founders and business leaders how to hire rockstar salespeople.
0:32
Those individuals who can transform your business overnight. Here's the problem. They simply don't exist. It's probably the biggest myth in the sales industry. In my entire life and career, I've met three Michael Jordan level salespeople whose skills defied logic. And even they continually learned and built on their skills.
0:55
The truth is great salespeople aren't born, they're built. You can't and shouldn't hope to find the one-in-a-million sales savant. What you can do is hire great people and build them into great salespeople. How to find and build the best salespeople? Let's start with something counterintuitive. The best people in the sale in the world don't sell. The best salespeople guide.
1:21
The most valuable thing a salesperson or sales team can do is help a customer figure out what they want. In today's information-rich world, we don't need salespeople to tell us features, specs, prices, et cetera. We need them to help us understand all of that information we have and help us determine what makes most sense for our business. Salespeople who are just focused on selling your products, and not helping guide the customer to what they need, will suffer.
1:51
Myth number two. The magic sales process. After hiring the Michael Jordan of sales, the next most frequent question I get about sales-- is there a specific process someone should implement for success? Something you can do that makes sales happen right away. I'll say this as friendly as I can. There is no magic bullet in sales.
2:17
Trust me. Since the start of my career, I've been looking for it. The bottom line is simple. Hiring the sales team and conquering sales is one big science experiment. You have to work hard, try things, experiment, fail, and try other things. It's about the experimentation and optimization of the people and processes that makes revenue.
2:43
Simply, it's the final output. In the next lesson, we're going to talk about how to know if you're ready to hire your first salesperson. To prepare for that, ask yourself how much do you know about selling your products and services to your customers. Can you explain what you know to someone else? Let's talk more about that.
