Scaling Your Sales Team For Massive Growth with Jut Carnes

Building Your Sales Engine

• 59 min

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Mark McGraw sits down with Jut Carnes to dive deep into the art and science of hiring the right salespeople. To find our handout for this episode, click <a href="https://www.buildingyoursalesengine.com/giveaway7" rel="nofollow">here</a>. Tune in to learn where to find top sales talent, the essential skills to prioritize, and how to match the right personalities to the right roles. If building a high-performing sales team is your goal, this episode is a must-listen for actionable advice and proven strategies. <ul> <li>Jut shares his journey from shovelling ballast to becoming the Senior VP and COO at C.L. Burks Construction.</li> <li>He believes his love for people and natural ability to connect make selling second nature.</li> <li>Jut is convinced that sales can be taught, and he shares the key steps to transforming even the most unlikely candidates into successful salespeople.</li> <li>Hiring the first salesperson was a pivotal experience--Jut reflects on the challenges and lessons learned from that process.</li> <li>Relationships are the foundation of every business. Nothing feels better than getting new customers, but Jut explains why retaining existing customers is what makes a business successful in the long-term.</li> <li>Matching a salesperson's personality to the way a client prefers to buy can make all the difference in creating successful outcomes for everyone.</li> <li>Mark and Jut agree that evaluating personalities and assigning sales reps to accounts or territories where they'll thrive is a strategy that leads to better results and happier clients.</li> <li>Some salespeople excel at prospecting while others shine in account management, and Jut emphasizes the importance of tailoring roles to individual strengths.</li> <li>When hiring sales talent, it's important to look for a combination of the right mindset and personality traits that fit your culture.</li> <li>Great salespeople are those who can strike a balance between finding new business and nurturing existing relationships.</li> <li>Jut shares his thoughts on growth and self-improvement. </li> <li>The salespeople who thrive are the ones who embrace change, challenge themselves, and constantly look for ways to improve.</li> <li>One of the hardest things in sales is opening up a new relationship and displacing an incumbent or existing relationship.</li> <li>Jut reveals how and where he finds the best salespeople.</li> <li>Exaggerating numbers might make things look good temporarily, but Jut and Mark stress that honesty is always in your best interest.</li> <li>Jut's "winner and loser of the week" approach fosters growth by offering help and support rather than criticism, creating an environment where the team can improve together.</li> <li>Jut and Mark discuss the challenge of finding the right salesperson with all the right hard and soft skills.</li> <li>To continue to grow and be better every year as a company, you need to be always hiring and letting go of those who are no longer a fit.</li> <li>According to Jut, the three most important things to build a smooth-running sales team are culture, people, and processes.</li> <li>Learn how to get your people excited for weekly meetings.</li> <li>Nobody likes meetings. Consistency is key to successful meetings, and Jut believes that sticking with meetings long enough to find the rhythm leads to greater efficiency and better results.</li> <li>Keep challenging your people. Once they get to a certain level and it becomes routine, give them more challenges.</li> <li>You want employees who enjoy growth. Not everybody is going to want to grow, but you need to provide the tools and the resources for them to do that.</li> <li>Jut explains the benefits of having a list of non-negotiables for your salespeople.</li> </ul>     Mentioned in This Episode: <a href="http://buildingyoursalesengine.com/follow" rel="nofollow">BuildingYourSalesEngine.com/follow</a> <a href="http://sandler.com" rel="nofollow">Sandler.com</a> <a href="http://www.buildingyoursalesengine.com/sandler" rel="nofollow">BuildingYourSalesEngine.com/sandler</a> <a href="https://www.linkedin.com/in/jut-carnes-b55a8646/" rel="nofollow">Jut Carnes</a> on LinkedIn <a href="http://buildingyoursalesengine.com/7" rel="nofollow">BuildingYourSalesEngine.com/7</a>