Adam Sand argues for splitting the salesperson role into two specialists: one detail-oriented qualifier and one energetic closer. He says this Inside/Outside model increased closing rates and reduced cost of sales, inspired by the hiring logic in Moneyball.
The way that you're hiring people is wrong because you're not making data driven decisions about your people. I was sitting there watching this movie, Moneyball, and it gave me the idea for Inside Outside sales. He hired this data analyst nerd who looked at qualifying ballplayers through a completely different lens than was conventional at the time. He looked for one ability that wins ball games, getting on base. And that taught me the perfect salesperson was actually two salespeople because there's some people who are great at the notes and the details, but then there was other salespeople who were great at the kneecap to kneecap horse and pony show. And those two people usually don't have the same skill sets on they're the perfect five tool ball player. What we did is we separated the roles and created systems and processes to optimize their ability to work together. And we drove up closing rates while simultaneously driving down the cost of sales. And I know that's what you want to do in your business and I love watching movies that teach me more about business. So follow me like this video so you get more videos in your watch list that you can use to make yourself a better CEO.
