In this episode of the Sales Elevation Podcast, host Ed Kerr sits down with Stephanie Broadright, Global Head of Sales & Go-To-Market Strategy at Korn Ferry, for a deep dive into what it REALLY takes to build high-performing sales teams. š”
From scientifically identifying top talent to embedding learning into daily workflows, Stephanie shares battle-tested strategies used at some of the world's largest organizations ā AND how startups can apply them too. š„
We also explore the role of AI in sales, why value selling is a non-negotiable, and how to measure leading indicators that actually predict success. š
š Key Takeaways:
ā Why "gut instinct" hiring is costing you revenue
ā Psychometric assessments vs. traditional interviews
ā How AI is augmenting (not replacing) salespeople
ā The #1 onboarding mistake sales leaders make
ā Value selling: why so many sellers still get it wrong
ā How Korn Ferry works with startups to scale growth
š TIMESTAMPS:
0:00 ā Welcome & Introduction
0:59 ā Identifying the "It Factor" in Salespeople
4:44 ā Psychometric Assessments & Success Profiles
6:00 ā Hiring Advice for Startups & Founders
8:34 ā AI Tools Transforming Sales Hiring & Coaching
9:41 ā Augmenting vs. Replacing Humans with AI
19:00 ā The Calculator Analogy: Are We Too Dependent on Tech?
19:27 ā Training vs. Doing: The Right Balance
21:21 ā Embedding Learning into Daily Workflows
25:56 ā The Importance of Onboarding
27:24 ā Leading Indicators for New Sellers
31:20 ā Why Value Selling Still Trips Up Seasoned Reps
34:55 ā Co-Creating Value Metrics with Clients
38:10 ā How Korn Ferry Works with Startups
40:20 ā Final Thoughts & Wrap-Up
š¬ Drop a comment below ā what's YOUR biggest challenge when hiring salespeople?
š Subscribe for more conversations with top sales leaders!
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