Building a High-Performing Sales Team

Hiring and retaining top sales talent is key to business success, but it’s no easy feat. Jeff Bush, owner of BDR.ai, has refined his strategy over years of experience to build teams that are motivated, high-earning, and loyal. Here’s his winning approach.

Hire for Personality and Clock Speed

When looking for salespeople, Jeff focuses on DISC profiles, specifically high DI types who are assertive, driven, and adaptable. He also values “clock speed”—the ability to think and respond quickly. These traits help candidates succeed in a high-energy, outbound-focused environment.

Jeff emphasizes hiring people who are coachable, caring, hardworking, and, above all, hungry for success. He doesn’t focus on extensive interviews but instead gives driven individuals a shot if they exhibit the qualities he seeks.

Offer Low Base Salaries with High Commissions

Jeff’s experience shows that a low base salary paired with high commission potential attracts motivated individuals who are truly in it to succeed. He’s seen time and again that those who ask for a large guaranteed salary rarely perform to their full potential. By keeping the base low and commissions high, he ensures that his salespeople stay hungry, focused, and ambitious.

One of Jeff’s secrets? Point to high-earning examples within the team. When new hires see that others have achieved high incomes with the same structure, it fuels their ambition and confidence. This structure has allowed him to retain many high-performing salespeople who have earned six-figure and even seven-figure incomes.

Sell the Dream

For Jeff, motivating salespeople goes beyond typical management—it’s about “selling the dream.” Jeff is constantly working to inspire his team, showing them what they can achieve if they stay committed. His approach builds not only high earnings but also loyalty, as team members grow their income and see Jeff as a mentor.

Retention Through Growth

Jeff invests in his salespeople’s growth, coaching them to increase their earnings year over year. By helping them achieve substantial pay increases, he gains their loyalty and decreases turnover, creating a strong, reliable team that drives revenue.

Conclusion

Jeff Bush’s strategy at BDR.ai is built on hiring the right personalities, providing commission-based motivation, and fostering an inspiring work culture. These principles can help any business owner build a powerful sales team ready to achieve—and exceed—their goals. If you’re interested in building a high-performing team, reach out to BDR.ai to learn more.