Welcome to the Placing People First Podcast. This podcast is sponsored by Bridging The Gap Recruitment. BTG offers recruiting and executive search services. Their team of recruiters have decades of experience with thousands of placements. They are always recruiting. If you are an employer they may have qualified candidates ready for placement and if you looking for a position make sure to send them your resume as they will actively market you to potential companies. They also offer a 7 day guarantee. They guarantee to have a qualified candidate to you in 7 days or you save 50% on the placement fee. You can find them at https://bridgingthegapus.com/

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:
Liz's LinkedIn: https://www.linkedin.com/in/lizheiman/
Regarding Sales: https://www.regardingsales.com/
Regarding Sales LinkedIn: https://www.linkedin.com/company/regardingsales/

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