ColinFerguson, RVP for Global Accounts #Outsystems and I chat about recruitment of salespeople and bemoan the fact that salespeople turn up and expect to be interviewed instead of selling their way into the job. His best hires are usually the ones who destabilise his recruitment process. We explore why ALL salespeople need to be trained, coached and developed consistently, constantly and NO ONE is the finished article. Great management depends on great managers who are coached and trained in a culture of no fear.

Colin started his career in inside sales, progressed his career in a series of fast growth technology companies. He observes how working in #hypergrowth companies means that the company you are working in at the start of the year is a vastly different business at the end of the year. The one constant is change. He poses some interesting questions which you need to ask and get better answers if you want to stay in control as you grow:

• Does the sales process change when your product is hot?
• Do you have alignment across the entire business towards serving a common goal from the Board to the janitor?
• Why should you let salespeople fail but never let the business fail?
• What is marketing's role?
• How do you help your customer realise value quickly?
• Are you asking your customers "Is your business changing and what opportunities are those changes giving you?"

Colin is growing his team. If you ever find yourself in front of him for an interview, sell to him!

You can get hold of Colin via his LinkedIn profile: linkedin.com/in/coferguson

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Join me at one of my live clinics: https://calendly.com/marcuscauchi

My other podcast is called #TheInquisitorPodcast covering sales, management, channel sales and marketing

Podbean: marcuscauchi.podbean.com

Spotify: https://open.spotify.com/show/7C3pmVfHbwu84oZCqUQq81

Apple: https://podcasts.apple.com/gb/podcast/welcome-to-theinquisitor-podcast/id1341867086