This expert interview is with Liz Heiman CEO of Regarding Sales. We talk about finding the right sales professionals, screening them, onboarding them, and retaining them. We also cover best practices and common mistakes when it comes to sales.

Here are some of the times & topics covered in case you would like to jump to a specific part.

  • 00:45- Who is Liz Heiman and what does she do
  • 01:24 – When should you hire a sales person
  • 03:00 – What will the sales person do?
  • 05:05 – The importance of the job description
  • 08:00 – How to determine the good sales people from bad ones
  • 10:50 – Questions you should ask every sales person
  • 12:10 – Onboarding sales professionals
  • 15:15 – Importance of common language
  • 17:59 – When to let a sales person go
  • 20:32 – How often should you meet with your sales team?
  • 22:42 – Building comp plans
  • 25:17 – Have the proper incentive
  • 27:21 – Common sales mistake
  • 33:06 – Sales strategies for 2023
  • 34:42 – Lesson to younger self
  • 37:12 – Book recommendations

Links:

Recommended Books:

  • The E-Myth Revisited: Why Most Small Businesses Don’t Work and What to Do About It – https://a.co/d/7PYF1Wo
  • New Strategic Selling (REV 05) by Heiman, Stephen E – Tuleja, Tad – Miller, Robert B – https://a.co/d/8tUThTT