April 2, 2025

Sales Team Secrets: Your Guide to Hiring, Training, and Retaining Top Performers

Episode Highlights

[00:00] When (Not) to Hire a Salesperson
Ryan and Brook explain why most coaches hire too early—and the costly mistake of hiring just to escape sales discomfort.
[02:56] The Must-Have Metrics Before You Bring Someone On
Learn why consistent recurring revenue and lead flow are critical before onboarding your first salesperson.
[05:52] Where to Find Top Performers
Discover the difference between creating vs. finding great salespeople—and why waiters and car salespeople might be your goldmine.
[10:17] Brook’s 4-Step Hiring Gauntlet
The exact filtering process Brook uses to weed out 90% of applicants before the first interview—including a clever 30-second video test that reveals coachability and hunger.
[17:04] Disc Profiles & Motivators: What Really Matters
They break down how to match a salesperson's communication style and values with your offer and audience.
[21:14] Why Part-Time Sales Hires Usually Fail
Ryan and Brook share hard-earned wisdom on why going “part-time” dilutes leverage, rep count, and culture.
[24:56] Setting the Stage for Success
Get tips on crafting SOPs, onboarding timelines, and a certainty-rich environment that top performers crave.
[30:16] Recruit. Train. Maintain.
Brook’s signature framework that ensures you not only attract talent—but keep them.

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