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I went to Atlanta last week for SalesLoft’s Rainmaker Conference. It was a great three days of networking, learning, and inspiration. I wanted to share with you my favorite sessions from my time there.

3 Challenges Your Company is Facing Due to Lack of Discipline

As 2018 began to fade and 2019 was on the horizon, I realized that I was in need of a new "Word of the Year". I've never been a New Years Resolutioner, rather I enjoy using a word to help me stay focused. 2018's word was "Authentic". It had served me well, although I knew not everyone in my life had been a fan. As I thought about the challenges I had faced with my clients in 2018, I quickly realized that DISCIPLINE was going to be 2019's word.

3 Learnings from the

I had the privilege of moderating a panel of SaaS sales experts last night at the 1st SalesMentour STL event. So much great conversation around old school and new school sales and marketing techniques by John True, Kathy Gereau, Tom Hanrahan, and Mark Kosoglow.

Would you get in the car to drive to a place you've never been without directions, GPS, or Waze? Of course not. So why do so many companies think they can get to the "next level" without metrics, goals, or KPI's?

I'm seeing Sales teams without revenue goals, Marketing teams without monthly lead, MQL, or SQL targets, and Customer Success teams without renewal or up-sell goals. It's baffling. How do your employees know when they leave work each day if they have had a successful or unsuccessful day? How does the company know if they are on track to reach their revenue target for the year?

Step 5- The Formal Offer

You’ve spent the last couple of weeks narrowing the field from 100+ resumes to one final candidate. Now, it’s time to close the deal. You’ve come this far so we don’t want you fumbling the ball on the 2-yard line. Here are the steps I take to ensure I seal the deal.

Step 4- Assess and Educate Them

After doing the Behavioral-based interview, you should have a good idea what makes your candidate tick. Now is when I like to run them through some sort of assessment to see if they have the same competencies as other successful sales reps. who are doing the job today.

Step 3- The Formal Behavioral-Based Interview

The candidate has made it through the resume review and the phone screen, now it's time to meet them in person or virtually and learn more.

Step 2- The Phone Screen

In Part 1 I reviewed how I attract and select candidates to move onto the next step, the phone screen.

Now it’s time to meet the candidate.

Step 1 – The Job Description and Resume Review

The first step, when I go in search of a sales candidate for a client, is to help my client put together a hiring profile of the ideal candidate.