A short excerpt from a YouTube talk by Louis Massaro about building a sales team. Massaro emphasizes that the ability to hire and fire salespeople quickly—after coaching and training—determines success, and highlights the need to integrate trained hires into the business flow and rotation. He uses classroom outcomes and a ‘movers’ analogy to illustrate onboarding challenges.
One of the things that we have to realize is our ability to hire and fire salespeople quickly will determine our success. And what that means is if they're not working out and you've coached them and you've worked with them and you've done some enhancement training, they've got to go. And you can't be scared that I won't find somebody else. Oh, I got to train them again. It's like, no, you got the training dialed in. You should be excited to train them because you know what you're going to produce at the end of that, right? You're going to create somebody that's, you know, not everybody will. Like I said, we used to bring 12 people into the classroom. Three or four of them would make it. Right? They've learned a lot. Now they need to integrate it into the business. They need to integrate what they've learned, and they need to integrate themselves into the business. Right? You could take somebody and train them over here in isolation, but now we need to insert them into the business. If you think about, like, movers, for example, like, how do you get them into the rotation? How do you get them to understand your flow and the way you do things? It's the same thing with salespeople.
