How to Build a Winning Sales Team
Hiring a sales team can be challenging, especially if you’re aiming for high performance and long-term growth. In this post, Jeff Bush, owner of BDR.ai, shares the unique strategies he’s developed over years of experience to build a powerful, results-driven sales team.
Start by Investing in Two Sales Hires
According to Jeff, the first step in building a winning sales team is to set aside enough budget to hire not just one but two salespeople. Why two? It’s simple: hiring in pairs creates a competitive and collaborative environment where both individuals can push each other to improve. This approach also provides valuable feedback, allowing you to refine your processes more quickly and with fewer resources.
Utilize the DISC Assessment to Find the Right Personalities
One of Jeff’s most valuable hiring tools is the DISC assessment, a personality test that helps predict which candidates have the right temperament for sales. For his teams, Jeff focuses on finding high DIs and IDs—those with strong drive and influence scores. These personalities are assertive, adaptable, and capable of making quick decisions, all of which are crucial for success in competitive sales roles. Jeff advises against hiring S or C types for sales, as they tend to lack the assertiveness and adaptability needed for outbound calls and high-pressure environments.
Look for “Clock Speed” During Interviews
For Jeff, an essential trait in successful salespeople is “clock speed,” or the ability to think and respond quickly in conversations. Clock speed reveals whether a candidate can handle objections, respond to customer concerns, and adapt to dynamic sales conversations on the fly. During interviews, Jeff asks open-ended questions to gauge how quickly and intelligently candidates can respond. If a candidate takes too long or can’t respond confidently, Jeff considers it a red flag.
Finalizing the Hire: Values Matter
Once he identifies candidates with high clock speed and the right DISC profile, Jeff places significant importance on shared values and integrity. He emphasizes that while skills can be trained, core values cannot. He seeks individuals who align with his company’s values and who are trustworthy and ethical.
Conclusion
Jeff Bush’s approach to hiring salespeople emphasizes quality over quantity, competition for growth, and the importance of finding the right personalities. For any business owner or sales leader looking to grow a sustainable and effective sales team, applying these principles will help ensure a smoother hiring process and stronger results. At BDR.ai, we use these same principles to guide our own success and to support yours.