178 - How to Build an Unstoppable Sales Team with Scott Leese

I’m so excited for our conversation today because I know I personally am going to learn a ton about building and leading a powerful sales team. Our guest today is one of the best in the industry in this field. While his specialty is helping companies scale from $0 - $25 million annual recurring revenue (yes please), I want you to listen in regardless of where you fall on the scale. If you’re an individual sales contributor or a sales leader, which I know a lot of our listeners are, this conversation will be hugely impactful for you too. Scott Leese is one of the top startup sales leaders in the country. Through domestic and international consulting as a strategic advisor, he has trained an army of salespeople and sales leaders thousands strong. Leese puts his nearly two decades of sales and leadership experience to use as the CEO/Founder of Scott Leese Consulting, Surf & Sales, and Thursday Night Sales. Based in Austin, Texas, Scott is a 3-time winner of the Top 25 Inside Sales Professionals by the American Association of Inside Sales, 3-time author, and a highly sought-after consultant, advisor, leader, and sales trainer. In this interview, Scott shares his innate ability to build strong and diverse teams. He doesn’t sugar-coat the tough stuff but emphasizes the importance of hiring teams of people who are different from yourself. We also discuss the topic of systemizing and creating documented processes for everything, which really hits home for me as that is something I am working on myself! Show Notes: [3:34] - Scott shares the inspiration behind Surf and Sale. [5:39] - So much of what Scott does helps people think deeper about what they can do. [6:41] - You don’t have to be an extrovert to be great at recruiting and team builder. [7:45] - Scott knew in the beginning that he didn’t want to hire people who were just like him. [8:53] - Diversity showed up on his team as “a band of misfits” but by hiring people who think differently from him, the team got the results. [10:40] - In the beginning, it was very organic, but over time Scott developed systems to find the right people. [11:50] - If you are not intentional, it could all fall apart. [13:08] - Scott likes to hire based on “can do” rather than “has done”. [15:30] - How does Scott build such a loyal “army” of people on his team? [16:51] - Scott doesn’t see this as a talent, but rather a priority. [19:15] - He responds to all messages personally no matter the platform. [20:47] - People will pick up on your sincerity, especially when you focus on the people over the numbers. [23:01] - Scott describes how he handles issues his team members might have and how he actively communicates with transparency. [25:49] - There has to be a process in place. The biggest mistake companies make is to not have documented processes in place. [27:53] - Now, Scott helps people build sales playbooks and executing strategies. [29:18] - The importance of systemizing everything in the business hits home with Elyse as she is experiencing some new exciting changes. [31:55] - Scott shares how he executed a process alongside team members. [33:27] - Everyone’s inherent team building strategies will be different. The sales landscape is changing. [34:40] - Now, people want flexibility. [35:47] - Scott believes that AI will create an even different sales landscape that will replace human sales interactions. [37:24] - AI does quite a lot already. [39:51] - Scott shares the most influential woman in his life and what he learned from her. Connect with Scott: Scott Leese Consulting Website
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