In this episode of Think Like an Owner, I’m diving into one of the most crucial aspects of scaling a business—building and optimizing high-performing sales teams. To bring you the best insights, I’ve pulled together wisdom from past conversations with some of the sharpest minds in the game, including Tim Strickland, Mahesh Rajasekharan, Michael Coscetta, Dennis Dresser, and Ben Tagoe.

We’re breaking down the strategies behind structuring and growing a powerhouse sales organization, hiring and coaching top-tier sales talent, crafting valuable sales contracts, and exploring how CEOs can play a hands-on role in driving revenue.

Whether you're leading a fast-growing company or fine-tuning your sales approach, this episode is packed with actionable tactics and expert advice to help you take your team’s performance to the next level.

Listen weekly and follow the show on Apple Podcasts, Spotify, Google Podcasts, Stitcher, Breaker, and TuneIn. 

Learn more about Alex and Think Like an Owner at https://tlaopodcast.com/

Links:

Ep.155: Michael Coscetta

Ep.181: Ben Tagoe

Ep.195: Mahesh Rajasekharan

Ep.206: Tim Strickland

Ep. 214: Dennis Dresser

Topics:

(00:00:00) - Intro

(00:04:22) - Tim Strickland on Sales Team Structure

(00:07:42) - Mahesh Rajasekharan on Scaling Sales Teams

(00:18:56) - Michael Coscetta on Pricing and Sales Contracts

(00:25:40) - Dennis Dresser on Cross-Team Collaboration

(00:26:17) - Effective Strategies for Involving Executives in Sales

(00:28:06) - Understanding the CRO Role and Responsibilities

(00:31:40) - Hiring the Right Salespeople: Insights and Strategies

(00:35:17) - Characteristics of a Good Sales Hire

(00:38:32) - From Good to Great: Identifying Top Sales Talent

(00:41:44) - Keys to Effective Sales Management

(00:46:26) - Coaching Salespeople for Success

(00:50:21) - CEO Involvement in the Sales Process

(00:53:05) - Conclusion and Final Thoughts