Ready for an unexpected truth about team building? It's not about traditional hiring practices or years of experience. It's about creating a culture that multiplies the potential of each team member. But here's the twist: the key to success lies in something you may not have considered. Stay tuned to revolutionize your approach to team building and witness the extraordinary results.

Our guest this week is our co-host, James Rores. He is a renowned expert in team development and intentional hiring to enhance team performance and foster a positive work culture. His insights into leadership and team dynamics have made a significant impact on CEOs and revenue leaders. James brings a unique perspective to the hiring process, emphasizing the importance of intentionality and aligning team dynamics with organizational goals.

You want the value of the team to be greater than the sum of the parts. That's where you get the multiplication effect. - James Rores

You've probably been told to hire based on experience and skills. If you're feeling the pain of hiring the wrong people and not getting the results you need, it's time for a change. Let's talk about building high-performing teams through intentional hiring.

Key highlights in this episode:

• Hiring A-players requires a culture you may not have
• Prioritizing ‘hiring for fit’ over ‘hiring to fix’
• Cultivating a growth-oriented team culture
• The negative impact that mediocre leaders have on their teams

About James Rores and WINS Selling

James is passionate about deploying the skills and systems required to transform a sales force's ability to grow revenue, profit, and enterprise value.

For the past 17 years, he has worked with thousands of sales leaders and teams from over 100 industries, including many INC 500, Deloitte Fast 50, Deloitte Fast 500, and Innovation Award winning businesses. Before that, he was a co-founder or top sales performer at eight companies, five of which exited at valuations ranging from $10 million to more than $1 billion.

The secret? Building revenue teams from the ground up. First, was learning how to lead sales conversations that turn buyers into champions. Then, building sales and leadership operating systems to scale success on demand. Today, James guides sales leaders and teams through the same bottom-up process in as little as 4 hours per month, leveraging proven frameworks powered by the WINS Model™ and SightShift-certified coaches.

Resources in this episode:

• Find James on LinkedIn
• Visit Floriss Group
• Email James for a complimentary IFQ assessment

If you feel stuck in a rut, trying to grow your sales and business, and not seeing the results you want…know you’re not alone! It's like spinning your wheels but not moving forward, and it can be frustrating. You may be putting in the effort, but not getting the personal and professional growth you're aiming for. It's time to break free from this cycle and achieve the success you deserve.

We can think about things all that we want, but until we put it into action and just take the next step and the next step after that, they're simply thoughts. - Amy Franko

Let’s meet this week’s guest, Amy Franko, a trailblazing entrepreneur and sales strategist. Amy brings a unique blend of tenacity and strategic prowess to the forefront. With a remarkable career spanning technology giants like IBM and Lenovo, Amy's journey from a quota-carrying sales role to founding her own thriving enterprise is a testament to her unwavering drive and adaptability. Her insights and expertise in custom training and development for enterprise-level clients, coupled with her impactful work in the mid-market space, position her as a guiding force in the realm of sales leadership. Amy's multifaceted endeavors, including her role as an angel investor and her impactful contributions to the Girl Scouts, reflect her deep-rooted commitment to empowering individuals and fostering growth. Her story is a testament to the transformative power of rethinking revenue and investing in oneself for long-term success.

Key highlights in this episode:

• Moving from corporate sales to entrepreneurship.
• Investing in yourself and finding help.
• How angel investing can help your personal mission.
• Examples of personal and professional growth.

Embracing Entrepreneurship The discussion touches on the significance of embracing entrepreneurship as a pathway to personal and professional growth. The entrepreneurial journey serves as a testament to the courage and resilience required to take the leap into starting one's own business. Investing in oneself is a powerful driver of personal and professional success. Amy encourages listeners to bet on themselves, seek out resources, and take deliberate steps toward their goals. The conversation highlights the rewards and challenges of pursuing entrepreneurship and the impact it can have on an individual's career trajectory.

Never hesitate to bet on yourself. You are your best investment. So, invest in what you need. - Amy Franko

About Amy Franko

As a sales leader, Amy Franko built a successful and lucrative B2B sales career with global tech giants IBM and Lenovo. She then took a pivot into entrepreneurship in 2007, launching Amy Franko Associates, with a specific focus on sales consulting, sales training, and sales leadership excellence.

She has built her organization from the bottom up, from her very first client to today, with the hundreds of Fortune 1000 clients she has served over the years. She has created significant growth and success, consistently selling major engagements with repeat business and loyal clients.

Resources in this episode:

• Find Amy on LinkedIn and let her know you heard her on the Rethinking Revenue podcast.
• Visit Amy's website to access free sales resources for sales leaders and professionals.
• Read Amy’s book, The Modern Seller

Many companies need to rethink revenue to survive. But this week’s episode dives into a full company transformation involving everything from a complete product overhaul to an entire shift in team management. Imagine the surprising strategies and innovative leadership that made it possible. The transition from print to digital media can be daunting, especially when trying to figure out effective team communication strategies and goal setting for performance metrics in sales.

Our special guest this week is Nick Fortine, Market President for Columbus Business First. With a background in technology and a successful history of leading sales teams through significant transitions, Nick's insights into building a digital sales strategy is highly regarded. His instrumental role in guiding Columbus Business First through the transition from print to digital media, along with the successful diversification of revenue streams, positions him as a key voice in rethinking traditional sales approaches. Nick's practical knowledge and understanding of effective team communication strategies and goal setting in sales make him a valuable resource for sales leaders and managers in any industry.

Crafting a Winning Digital Sales Strategy This is essential for organizations seeking to thrive in the digital era. Nick's experience underscores the complexities of adapting to a digital landscape, retraining the sales force, and recultivating the customer base. The conversation provides valuable insights into the challenges and strategies of building a successful digital sales approach. Nick touches on technology and AI in the digital advertising space. He emphasizes the need to leverage technology for efficiency and effectiveness in prospecting activities. He briefly discusses the impact of AI and the importance of staying ahead of the curve in the digital advertising space.

You can never over-communicate. Whether it's the overall mission, the vision of the organization, the execution strategy, how the operating model plays into tactical execution, the role of the sales team, or the role of those individual contributors in carrying out the strategy. - Nick Fortine

Key highlights in this episode:

• Mastering the transition from print to digital media requires more than just a website.
• Elevate team communication strategies to foster a culture of collaboration and success.
• Set and exceed sales goals while optimizing performance metrics to drive lasting results.
• Setting impactful sales goals and utilizing performance metrics to drive continuous improvement.

About Nick Fortine

Nick gets tremendous energy from working with talented, passionate teams to exceed client expectations and build great companies. He has led teams in a variety of successful companies – from zero revenue startups to publicly traded global organizations.

About Columbus Business First

The number 1 source for Columbus local business news and intelligence where you’ll find the latest breaking business news, updated throughout the day. Get current business headlines with daily newsletters, weekly digital editions, and more. You can find out how to become a regular subscriber and receive information about how to become an advertiser. The Columbus Business First has everything you need to grow and protect your business in your local community.

Resources in this episode:

• Find Nick on LinkedIn
• Visit Columbus Business First to sign up for a membership and access valuable business news, resources, and event networking opportunities.
• Attend Columbus Business First events for excellent networking opportunities, engaging speakers, and great food, providing a valuable prospecting tool for business growth.