Marcus Cauchi - Why Skills, Experience and Historical Results Don't Make a Good Sales Hire
Update: 2020-07-20
Description
Marcus Cauchi racked up more than 30 years experience in the sales biz and now spends his days showing clients how they can cut out the useless fat from their selling, management and recruitment.
In this week’s episode Marcus pulls no punches and shares;
- How to get the best out of your 3rd Party, Wholesale and Channel Sales Partners
- How to recruit the best Salespeople for your team
- Why selling through 3rd Party and Wholesale channels isn’t a “Get Out of Sales Free Card”
- Why channel partners are “coin operated”
- Why - if you don’t help your channel partners make their 2nd deal within the first 90 days – most will go dark on you
- The equation that shows you how many of your salespeople and wholesale partners are actually delivering for you
- Why the global pandemic has made an effective partner channel a necessity
- Why Skills, Experience and Historical Results are all “lag indicators” of success when it comes to hiring sales people
Marcus is the host of a wonderful podcast - not to mention an in demand trainer, coach, speaker and consultant who frequently writes on all subjects related to sales and selling - and is the co-author of MAKING CHANNEL SALES WORK: Ten Tools to Create a World-Class Third-Party Selling Program.
There is so much useful, real world advice in this episode that I’m amazed we managed to fit it all into 30 minutes
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Its a pitty that these episodes are cut off in such short talks. Lots of interesting stuff could be discussed and listeners could learn more.