If you've ever been on the inside of a high-performing sales team you know that it looks like magic. The intricate dance between sales, product development, operations, marketing, and customer seeming almost effortless. The revenue builds, allowing the founders, employees, and their communities to flourish.
But we know that it isn't magic, and it certainly isn't effortless!
It is the result of a well-executed plan and talented hard-working humans.
Jonathan Whistman has dedicated his efforts to helping people build high-performance sales organizations that people love to join, and that attract the best teams & customers.
He has been working as a sales consultant for decades, and his work has centered around the belief that the greatest business results come from elevating human potential to get key staff operating at their highest levels.
In his book Sales Boss, he shares the keys to hiring, training, building & managing successful sales teams.
Jonathan is also the CEO of Perception Predict, a human-centered data-driven AI assessment tool that empowers small businesses to make better-informed hiring decisions.
Time Stamps :
📍[9:37]Listen up commercial cleaning companies. Jonathan had some great ideas in the opening
📍[10:37]How Jonathan cleaned commercial properties at a higher price, and built a moat around his customers...
📍[10:49]Marketing doesn't stop after the sale..
📍[12:49]What are the moments that matter in your process?
📍[3:09]Sales is like a Broadway play put on by a psychologist...
📍[17:45]How you architect interactions both with staff and clients...
📍[22:49]A psycho-graphic profile can assess a potential employee on the KPIs that are important to you before they start and figure out within 15% the likelihood of them working out...
📍[25:17]AI = math - they're using a set block of questions, asking it the same way every time and scoring it..
📍[26:21]Customer score card - you can predict average ticket, google reviews, and call backs for a new hire
📍[29:49]Looking at stable human attributes will they be a natural fit or will it be a struggle
📍[30:17]"People are unique... but predictably unique"
📍[31:13]We all have an inherent need to be liked...
📍[32:53]Your job is to walk out of an interview with 3 reasons you shouldn't hire a person and what your risk is in hiring them...
📍[33:41]Recognizing patterns when hiring people - what should we be looking for?
📍[34:29]Our job as owners is to curate the employee experience from the very first impression. What do you want a new hire to think, feel & do?!
📍[36:13]What feeling does your workplace give?
📍[38:49]We need to be mindful that when we enter the doors of our business - we're our authentic self.
📍[40:29]How do you want to make people feel?
📍[41:41]We treat people the way we want to be treated....
📍[43:01]Communication is hard... Being frank can be hard
📍[43:53]Martha recommends "Bridges out of Poverty"
📍[45:01]Finding your wow factor...
📍[45:17]How to create a wow experience for your staff
📍[46:01]People need to feel special, taken care of and that with your organization they can do the greatest work of their life
📍[48:01]Everyone wants to feel part of doing something great and making a difference...
📍[49:17]How do I regularly lift my staff out of the ordinary of their daily tasks so they have the opportunity to level up and have unique experiences...
📍[51:45]Curating new experiences can add to and really enhance the employee experience.
📍[52:13]Check out Jonathan's book the Sales Boss - https://www.goodreads.com/book/show/29250550-the-sales-boss
📍[54:25]People crave feedback....
📍[58:37]Marketing Homework: Marketing after the sale. How do you wow your client after the sale?
📍[59:09]Marketing: Find your moment and maximize on it....
📍[59:29]Finance Homework: https://www.audible.com/pd/The-Sales-Boss-Audiobook
📍[59:37]It's about the belief of what's possible
📍[1:00:21]System Homework: What are the 3 reasons NOT to hire someone....
📍[1:01:21]People Homework: What is your wow experience for a potential new hire and how do you curate that experience
📍[1:02:01]Curate a daily, weekly, monthly, quarterly, annual moments that matter for your team. What do you want them to think, feel and do during that moment that matters...
📍[1:03:57]Jon is challenging you to ask him for help!
Quote of the week
What do you want your employees to think, feel and do?? And design that experience for them". Jonathan Whistman
Jonathan Whistman: perceptionpredict
Tay Meroni (Marketing) with Pure Pressure Washing
Michelle Myers (Systems) with Pink Callers