In this episode of "Building Great Sales Teams," Doug Mitchell sits down with Hamish Knox, a decorated Sandler trainer and author, to explore the critical role of systems, processes, and leadership in sales success. They discuss the importance of creating a seamless buyer experience, the power of leveraging past successes to overcome present challenges, and strategies for building and nurturing effective sales teams.

Key Moments

• [0:00:00 - 0:02:30] Introduction of Hamish Knox and his achievements, including his involvement in a client's $500 billion exit.
• [0:02:31 - 0:10:00] Discussion on the importance of systems and processes in sales, emphasizing tracking and modeling for investment returns.
• [0:10:01 - 0:15:00] Strategies for building sales teams: focusing on what makes companies successful and overcoming challenges through systematization.
• [0:15:01 - 0:20:00] The impact of leadership on sales team performance and the necessity of always recruiting to mitigate churn.
• [0:20:01 - 0:25:00] Knox's approach to sales training: starting with leadership and identifying key performance indicators for quick wins.
• [0:25:01 - 0:30:00] Insights into the Sandler training philosophy and Knox's personal goals, including learning eight languages to support more sales leaders globally.
• [0:30:01 - 0:35:00] Closing thoughts on creating generational wealth and supporting others as a measure of success.

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