Building A Successful Sales Team with Todd Hardy

Prioritize a 'servant attitude' in sales: Focus on clients' needs over personal gain. This outwardly focused approach builds stronger relationships and drives long-term success.

Implement consistent performance management: Conduct regular bi-weekly meetings with a clear agenda, reviewing metrics and offering support. This ensures accountability and proactive problem-solving.

Empower your sales team to build strategic plans: Have business developers create and present their sales plans to peers, fostering ownership and constructive feedback, with leadership guidance.

Give new sales hires adequate ramp-up time: Expect a 6-18 month transition period for new business developers to integrate, learn your brand, and become authentic in their sales approach.

Address underperformance by understanding the 'why': When a high-performing salesperson struggles, investigate personal challenges and offer support, but also set clear expectations for professional conduct and progress.

Network strategically to find talent: Look for individuals who have demonstrated growth through internal promotions or are 'held back' in smaller organizations, as these often possess a strong growth mindset and untapped potential.