From the archive: This episode was originally recorded and published in 2022. Our interviews on Entrepreneurs On Fire are meant to be evergreen, and we do our best to confirm that all offers and URL’s in these archive episodes are still relevant.

Cole Thomas Gordon grew his consulting company to 8 figures in 1.5 years and now trains sales teams of hundreds of 7- and 8-figure companies through Closers.io.

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Guest Resources

Closers.io – Discover how to recruit, hire and train Top 1% Sales reps. Book a call!

3 Value Bombs

1. Find a job in an industry you love and join a high-growth company where you can specialize.

2. Making a mis-hire can be one of the highest costs in a business.

3. A team or a company can only perform to the level that it is led.

Sponsors

HighLevel: The ultimate all-in-one platform for entrepreneurs, marketers, coaches, and agencies! Learn more at HighLevelFire.com!

50: Join JLD on his free ’50 days to something’ video series on YouTube and create something special in 50 days!

Show Notes

**Click the time stamp to jump directly to that point in the episode.

Today’s Audio MASTERCLASS: How a 30 Million Dollar Per Year Sales Team was Built in 2 Years with Cole Thomas Gordon

[1:37]- Cole shares something he believes about becoming successful that most people disagree with.

• He believes that you should get a job, find an industry that you are passionate about, and work for a rocket ship company in that industry where you can build and specialize

[2:39] – Steps 1 – 3 of 7 Steps to go from 0 to 30M a year:

• Validate the offer.
  • Find out what you are selling and how you are selling it.
• Develop your optimal selling system.
  • Figure out a scalable acquisition system to use.
  • 2 Parts of an optimal selling system:
    1. Consistent and repeatable way to generate interest.
    2. Consistent and repeatable way to convert sales calls.
  • Six ways to generate customers:

1. Owned media
2. Earned media
3. Affiliates
4. Cold outbound
5. Word of mouth referrals
6. Paid media

[8:54] – Steps 4 & 5 of 7 Steps to go from 0 to 30M a year:

• Embrace sales management.
  • The Pendulum swing.
• Promote your sales coordinator.
  • Hire a sales coordinator to manage the calendar and tracking.

[13:02] – Steps 6 & 7 of 7 Steps to go from 0 to 30M a year:

• Promote the sales lead.
  • Take over the training and the coaching.
• Cultivate the lead into a sales manager.
  • The sales team can run on auto pilot.

[18:14]– A timeout to thank our sponsors!

• 50: Join JLD on his free ’50 days to something’ video series on YouTube and create something special in 50 days!
• HighLevel: The ultimate all-in-one platform for entrepreneurs, marketers, coaches, and agencies! Learn more at HighLevelFire.com!

[20:49] – What are the 3 Keys to managing a high-performance sales team?

1. Recruiting
   • Find people with specialized knowledge, people who know the industry language, and people who can resonate with the product, the market, the mission, the vision, and the value.
   • Utilize your network.
     • Find a good salesperson because they know another excellent salesperson.
   • Reach out to people.
     • Leverage your audience and referrals.
   • Use paid media.
   • Have a filtering process.
2. Ramping up
3. Managing

[26:48] – Phases of the Interview Process:

• Introduction
• Work history
• Competency-Based Behavioral Interviewing

[32:05] – Phases of the Interview Process (continued):

• Input
• Attitude
• Career fit
• Making a mis-hire can be one of the highest costs in a business.

[35:33] Cole’s parting piece of guidance.

• Closers.io – Discover how to recruit, hire and train Top 1% Sales reps. Book a call!
• A team or a company can only perform to the level that it is led.

[38:23] – Thank you to our sponsors!

• 50: Join JLD on his free ’50 days to something’ video series on YouTube and create something special in 50 days!
• HighLevel: The ultimate all-in-one platform for entrepreneurs, marketers, coaches, and agencies! Learn more at HighLevelFire.com!

Killer Resources!

1) The Common Path to Uncommon Success: JLD’s 1st traditionally published book! Over 3000 interviews with the world’s most successful Entrepreneurs compiled into a 17-step roadmap to financial freedom and fulfillment!

2) Free Podcast Course: Learn from JLD how to create and launch your podcast!

3) Podcasters’ Paradise: The #1 podcasting community in the world!

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