One of the hardest sales in the B2B space is recruiting, finding great candidates,

creating interest with them, building rapport, getting to understand where they want to go with their life and their career,

and having them become interested in a new role.

Sounds simple, doesn't it?

Yeah, right. Today's guest has not only done that, has worked his way up into management, and today is managing 60 people who do that. Now my assumption going into this interview would be like

oh if I manage 60 people this would be KPI Nightmare meaning the number of

calls number conversations number, them are that.

But it was just the opposite. He found a smarter way of doing it.

And that's what we're going to get into.

We're also going to get into the key things that have to

exist in a salesperson. Number one is that internal locus of control, meaning that I'm responsible for my own success or failure.

That personal ownership.

Million books have been written about it.

Everyone thinks they have it. It all comes down to when something goes wrong. Do they take ownership

even though it wasn't 100% their fault?

Or do they deflect even though there was a 1%

responsibility in it?

Most of us deflect. It's easy. it feels good but it hides the real problem the real problem the real problem the real problem is that we're responsible no matter what. So you can deflect it, but it doesn't really

change the equation. Also about being able to connect with another human being,

being authentic, because let's face it,

a lot of his reps are new to sales. So grabbing a phone and being on it all day

connecting with strangers is a talent. It's a skill, it's not reading a script. The magic happens when you go off the

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