If you're building or scaling a sales team and want to avoid the costly mistake of hiring the wrong reps, this episode of Sell for Scale is a must-listen. I reveal the exact process I use to hire, filter, and manage high-performing reps—without micromanaging, burning out, or wasting time on the wrong candidates. Whether you're leading a two-person team or a growing B2B organization, this is the kind of sales team management strategy that creates long-term results.

In this episode, I walk you through how I helped a B2B client who was drowning in back-to-back calls from cold traffic because her team couldn't keep up. Instead of rushing to hire another rep, we put a better sales system in place—one that scaled with accountability, culture, and clarity.

You'll learn how to:

• Avoid the biggest mistake in sales team hiring (hint: stop overselling the role)
• Use group interviews to filter out low-performers and attract A-players
• Lead with structure over vibes to create culture and consistency
• Flip the power dynamic without barking orders at your team
• Build a sales playbook that sets clear expectations from day one

I also share the exact group call format I use to screen reps, how to manage team culture instead of individuals, and how to create a self-policing team that holds itself accountable—even when you're offline.

If you're a founder, CEO, or sales leadership professional who's tired of fixing problems caused by unclear systems and underperforming reps, this episode gives you a replicable framework. It’s not about charisma. It’s about structure, standards, and a sales team that respects the process.

This is sales team management that actually works—especially in high-ticket B2B sales environments where cold traffic and long sales cycles are the norm. Learn how to build a winning culture that scales without micromanagement.