Search

Home > Predictable Prospecting's Podcast > Episode 93: Building a Team with the Right People - Paul Fifield
Podcast: Predictable Prospecting's Podcast
Episode:

Episode 93: Building a Team with the Right People - Paul Fifield
Category: Business
Duration: 00:34:40
Publish Date: 2018-03-06 10:00:00
Description:

When it comes to sales having the right team in place makes all the difference in the world. Today’s guest is someone who understands how to create and build a team with the right people. He understands building a brand and creating and nourishing the company to scale.

Today’s guest is Paul Fifield the chief revenue officer for UNiDAYS a student affinity network that connects verified global students with relevant brands and services. Paul and I go way back. We’ve known each other for years and worked together in the early days. This is a great episode where we talk about how to grow a team and to build a team that consists of the right people.

Episode Highlights:

  • When Paul first arrived in New York, he read Marylou’s book and then hired her as a consultant.
  • The importance of hiring. A brilliant process won’t work without the right people.
  • If you’ve hired great, people you can actually get a lot wrong in your business and still be okay.
  • Getting the right people into your business that are brilliant when it comes to your business.
  • As businesses scale, the early processes will break and need to be refined.
  • Having a hiring process and predicting who will be successful in your business by using systems.
  • Paul talks about some of the things you should look for when creating a business development team. You need people who can create great emails and have writing skills.
  • These people also have to have great phone skills and be articulate.
  • To save time, and find the right fit design your entire hiring process to look for the skills.
  • By doing this you can probably discount 75% of your applicants.
  • Also have a voice call and set up a scoring system look for things like voice clarity and vocabulary, plus the energy levels of the person.
  • What you’re hirers are in-role, check to see if you got your testing right.
  • Paul’s current business is focusing on generation Z. They engage with all types of different brands who want to reach this demographic.
  • Paul believes in splitting roles to create predictability.
  • Initiating conversations, tone of voice, and not “being in sales”.
  • Paul has a two-week training class for his new hires. He also tells a funny story about how one of his new hires prospected Jeff Bezos.
  • When your team isn’t too big you can scale fast.

Resources:
Total Play: 0