{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Coach2Scale: How Modern Leaders Build A Coaching Culture","title":"The 4 Pillars of Hiring Great Reps - Jon Feldman - Coach2Scale - Episode # 010","html":"","width":"100%","height":180,"duration":2733,"description":"Today’s guest is an extremely thoughtful and passionate sales leader who has grown huge companies such as SAP and Oracle. Jon Feldman is the Area Vice President of Sales for North America at Absolute Software. Jon is also the Founder and Host of The Rally Call, a podcast for sellers. Jon and Host Matt Benelli dive into the need for AEs to embrace continuous learning, the impact of outcome-based selling, and the four pillars of hiring great salespeople.Takeaways:Becoming an effective sales rep in the tech industry today requires a commitment to continuous learning. The problems and solutions buyers face are evolving as rapidly as the tools available for reps and without a desire to stay up-to-date, reps will fall behind.In the current market, the best-performing reps sell based on the business outcomes that their solution will provide to the customer. Be clear about the problems X solutions solves for the customer. Move away from the feature-based selling approach of the past.  As an example of the two sales philosophies, let’s use a home that needs a fence. A feature-based seller would try to sell the owner the hammer, nails, and wood to build the fence, whereas an outcome-based seller would sell the increased security and privacy provided by the fence.One of the keys to improving the impact of your sales team is to invest in tools, such as sales-enablement software. Tools like Gong allow you to record sales calls so you can go back and review how they went and highlight areas for improvement.Another key to changing the impact and culture of a sales organization is hiring. There are four pillars to hiring great sales reps: 1. Coachability, 2. Urgency, 3. Resiliency, and 4. Curiosity.Curiosity is an extremely important factor for new reps to have because business problems are complex and finding solutions to them requires a good understanding of the business and the problemCoaching is a two-way street, if reps show they are willing to learn more, even average...","thumbnail_url":"https://img.transistorcdn.com/opvAF1t5mX5oS98f075ruJp2ACzoZiGPMnZPHMPw65A/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9zaG93/LzQyODUzLzE2ODc4/ODc0MDgtYXJ0d29y/ay5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}