Recruit, Scale, Succeed: How to Build a High-Impact Sales Team

This week our hosts were joined by special guest David Bentham , VP, GTM at DinMo . DinMo is a Customer Data Platform (CDP) designed to help businesses better utilise their first-party data to drive marketing and sales efforts.

David shares his key insights into identifying top performers during the interview process and the attributes that lead to high performance. Discussions around the importance of building and maintaining a strong sales culture, and how to incentivise reps for consistent growth is a key topic of discussion.

Learn actionable tips on outreach methods, tonality, personalised vs. high-volume prospecting, and pipeline nurturing. Plus, David gives his take on the mindset difference between top-performing new business professionals and the rest. Whether you're growing a sales team or refining your own process, this episode is packed with valuable insights!

Learn more about DinMo

Steps you should take to build an high-impact sales team

1) Effective Onboarding

Onboarding is more than just a process; it’s a pivotal experience that sets the tone for new hires. Essential elements of effective onboarding include structured training programs that equip new employees with the skills they need to succeed. Additionally, mentorship plays a critical role by pairing new hires with experienced team members who can provide guidance and support during their transition. Together, these components ensure that new employees feel welcomed, valued, and prepared to contribute to the team from day one.

2) Recruiting challenges

Recruiting at scale presents unique challenges that can hinder the hiring process. One of the most significant obstacles faced by organisations, is attracting top talent in a competitive market and maintaining a consistent candidate experience. It's important you effectively navigate these challenges, from leveraging technology and data analytics to refining your employer brand. By understanding these hurdles, recruiters can develop strategies that streamline their processes and enhance their ability to attract high-quality candidates.

3) Identifying top performers

During interviews, distinguishing between average candidates and potential top performers is crucial. David shares three key attributes that recruiters should look for:

1. Natural high achievers - Seek candidates with a track record of significant achievements. Their competitive spirit and drive for excellence often translate into business success.
2. Curiosity - Look for individuals who show a genuine curiosity and a desire for self-education. This motivation is crucial for ongoing growth.
3. Consistency - Evaluate their consistency in performance, as it reflects discipline and commitment. High achievers typically demonstrate reliable results over time.

4) Building a strong sales culture

A positive sales culture is fundamental to a businesses success. A motivating sales environment not only boosts team morale but also drives overall performance. By creating a supportive culture, organisations can inspire their sales professionals to achieve their best, resulting in higher productivity and lower turnover rates.

5) Incentivising growth

To sustain motivation and productivity, it's essential to incentivise sales reps effectively. It's important you reward consistent growth and performance. By creating a culture of recognition and accountability, organisations can keep their sales teams engaged and focused on achieving their targets.

David's Top Interview Question

Don’t miss the end of the podcast, where David reveals his top interview question designed to help identify high-achieving salespeople. This gem could be a game changer in your recruitment process!

'The Recruitment Roundup' by BMS Performance is a weekly Podcast discussing hiring and sales strategy tips for sales professionals. Tune in every Wednesday at 5 pm on Spotify , Apple Podcasts , or YouTube .

Connect with our podcast hosts:

Mike Leather and Sam Musiyarira