Hiring salespeople is hard. Hiring the right ones is harder. David Russell – pioneering leadership coach, systems builder, author of five books and host of over 300 podcasts – joins me to unpack his proven, repeatable process for building high-performing sales teams without burning time, money or goodwill.

We get into why the hiring process is so often broken, the importance of treating candidates with the same respect you’d give your best client, and how to run interviews that reveal truth rather than rehearsed answers. David shares his “three core workouts” method, how to qualify candidates out before you fall in love with them, and why the real job starts after the offer letter is signed. If you want to stop gambling on hires and start building your dream sales team, this one’s a playbook.

• Start with you: know your strengths, weaknesses and expectations before you hire.

• Respect candidates’ time – your #1 hiring goal is to qualify out quickly.

• Follow the three core workouts:

  1. Screen – fast, online, no fake backgrounds, ask hard questions early.

  2. Skills – test hard/technical abilities and how they apply them.

  3. Mindset – assess behaviour, motivation, maturity, and cultural fit.

• Use a strategic plan instead of a job description – set clear goals, behaviours, and mutual expectations.

• Onboard deliberately – train, test, and mentor until mastery.

[03:30] – Why every sales team problem starts with the leader
[03:56] – The TTT model: teach, test, train (mentor until mastery)
[09:08] – The golfer vs football team analogy for sales teams
[10:42] – Why you should work on your strengths more than your weaknesses
[12:11] – The MAP agenda for weekly one-to-ones that keep momentum
[16:45] – What sales leaders can learn from pro sports
[18:23] – Why job descriptions sabotage your hiring process
[20:19] – The three phases: attract, assess, add
[22:21] – Screening out fast to save everyone’s time
[25:16] – Respecting candidates and thinking beyond salary
[28:34] – The three core workouts for a reliable hire
[30:47] – The strategic plan for mutual expectations
[32:14] – The “contractor for a day” test to see the real person

• David Russell’s website: http://www.manage2win.com

• Hire the Best program: https://www.linkedin.com/company/hire-thebest/

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