Episode 18: Building A High-Performing Sales Team ft. Chris Urbanski

“Makes me think of one of my favorite books, called “Make Them Beg to Work for You”, and in that book, the author is talking about finding out what their personal goals are in life and see if it’s in alignment with the position that you are interviewing or hiring for.

Is this going to help them further reach their goals? Is this going to help them get there in some shape form, fashion kind of thing?”

Andrea Jenson

Welcome to a brand new episode of the Cash Flow CFO Podcast. Joining me today is Chris Urbanski. He will be speaking to us today about building a sales team. Chris is based in Scranton, Pennsylvania. He hires, develops, and oversees the top door-to-door sales representatives in the nation. He has a wealth of practical knowledge about salespeople hiring, training, and motivating. Every business owner constantly seeks ways to increase sales, and you need a sales team to do that.

We’ll discuss various topics, including what Chris discovered about the current state of the salesperson hiring market and the standard screening questions he uses. Talented salespeople are in great demand, and this trend isn’t expected to change anytime soon. But what’s interesting is how hard it is for businesses to fill these positions.

In this episode, we’ll talk about the kind of onboarding and training they offer, the qualities that hiring managers should emphasize in their job ads to lure prospective candidates, and Chris’s reliance on data to keep things running smoothly.

Join us to learn the whole story!

“Gathering data is huge. I think that’s the best way that you can make the fastest positive change. And I think, just being disciplined to gathering data and like I said, prescribing that and training based off that.”

Chris Urbanski

Building A High-Performing Sales Team

Each company needs a solid and successful recruitment policy, especially when hiring salespeople. The most incredible staff that can continuously sell goods and services must be hired if you want to improve your company’s sales performance. Andrea’s clients are constantly considering new approaches to boost their revenue and achieve the sales targets they’ve established for their sales staff. Creating a hiring profile and knowledge of your team’s critical tasks is one of the first steps in selecting a top-notch sales team. Your hiring procedure needs to be organized and focused. Simply put, you need a staff that can increase your business’s profitability.

“I know that sales are something, being a CFO, we talk to all of our clients and they’re always looking at what are the different ways that I can increase my revenue.

And hit those sales goals that they’ve set out for themselves, for their sales team, if they have one. And really just understanding the driver of the revenue coming into the business.”

Andrea Jenson

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