The Coaching Equation

Sales Team Secrets: Your Guide to Hiring, Training, and Retaining Top Performers

• Ryan Lang & Brook Bishop • Episode 47

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Episode Highlights


  • [00:00] When (Not) to Hire a Salesperson
     Ryan and Brook explain why most coaches hire too early—and the costly mistake of hiring just to escape sales discomfort.


  • [02:56] The Must-Have Metrics Before You Bring Someone On
     Learn why consistent recurring revenue and lead flow are critical before onboarding your first salesperson.


  • [05:52] Where to Find Top Performers
     Discover the difference between creating vs. finding great salespeople—and why waiters and car salespeople might be your goldmine.


  • [10:17] Brook’s 4-Step Hiring Gauntlet
     The exact filtering process Brook uses to weed out 90% of applicants before the first interview—including a clever 30-second video test that reveals coachability and hunger.


  • [17:04] Disc Profiles & Motivators: What Really Matters
     They break down how to match a salesperson's communication style and values with your offer and audience.


  • [21:14] Why Part-Time Sales Hires Usually Fail
     Ryan and Brook share hard-earned wisdom on why going “part-time” dilutes leverage, rep count, and culture.


  • [24:56] Setting the Stage for Success
     Get tips on crafting SOPs, onboarding timelines, and a certainty-rich environment that top performers crave.


  • [30:16] Recruit. Train. Maintain.
     Brook’s signature framework that ensures you not only attract talent—but keep them.



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