Building a High-Performing Sales Team

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. 

Course details

Open to: Executive Members

Enrollment Closed. View Course Catalog >>

Lucas Price - Building a High-Performing Sales Team

Lucas Price, Instructor

Lucas 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. 

Connect with Lucas

Course Curriculum

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. 

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

Expected Results

By the end of this school, you will have the knowledge and skills to be able 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

Enrollment Closed. View Course Catalog >>

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Course FAQ

This program is included in the cost of a Pavilion Membership. Not a member? Join now.

At this time, this program is open to Pavilion Members only. Join Pavilion to enroll for free.

This course is currently in between sessions. Stay tuned.

This course is currently in between sessions, so is currently not meeting.

Enrollment is closed.

Yes, 100% attendance is required. We recommend that participants attend the live sessions for the optimal learning experience. However, watching session recordings counts toward attendance for those with scheduling conflicts or in time zones where live attendance is a challenge.

Yes, session recordings are available if you cannot attend live.

No, there is no final exam at the end of this course.

After successfully meeting attendance requirements, you will receive a certificate of completion for this program.

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