151: The Challenge For Millennial Sellers

In this episode of the Sales King podcast, host Dan and guest expert Rocky LaGrone explore the challenges in sales hiring and the evolution of the field. They delve into a case where cost-cutting led to a significant business loss, highlighting the importance of overcoming objections and taking control of the sales process. Rocky emphasizes consultative selling, the value of coaching, and embracing failure as part of growth. The discussion also covers the informed buyer's market, the necessity of preparation, and the role of personal development in sales success. Rocky concludes by offering a white paper on sales hiring trends and invites listeners to connect for more insights.Timestamps:

Rocky's Background (00:01:16) Rocky discusses his accidental entry into sales and his experience in sales development and management.

Evolution of Sales Hiring (00:04:39) Rocky talks about the challenges in sales hiring, the current job market, and the difficulties in attracting and qualifying candidates.

Attracting Top Talent (00:07:08) Rocky emphasizes the importance of writing attractive job ads and targeting the right candidates to ensure a better quality pool.

Qualities of Successful Salespeople (00:11:04) Rocky discusses essential qualities, such as grit and adaptability, for successful salespeople, and the importance of effective onboarding plans.

Challenges in Hiring and Training (00:17:31) Rocky explains the challenges in hiring and training salespeople, emphasizing the lack of proper training and the presence of unqualified individuals in the sales profession.

Impact of AI on Sales Hiring (00:19:44) Rocky discusses the impact of AI on sales hiring, emphasizing the need for interviewers to be more astute in evaluating candidates' qualifications and experiences.

The supply chain challenges (00:23:26) Struggles with sales due to supply chain issues and price-based objections.

Overcoming sales objections (00:24:47) Discussing the need to push through failure and finding ways to make a difference in sales.

Taking control of the sales situation (00:25:29) Empowering salespeople to lead buyers and pivot in the face of objections.

Advice for new salespeople (00:26:21) Emphasizing the importance of consultative selling skills and continuous learning.

Dealing with failure and coaching new salespeople (00:28:18) Encouraging failure, finding mentors, and addressing the challenges of the new generation in sales.

Personal development and reaching out to the guest (00:31:05) Encouraging self-driven personal development and providing contact information for the guest.

Guest's white paper on sales hiring trends (00:32:14) Announcement of a white paper on sales hiring trends for 2024 and future predictions