SBI Podcast
How to Develop Trust between the CEO and Sales Executive

This week on the SBI Sales and Marketing podcast, we spoke with Chris Giglio, CEO of Aderant, about how to hire the right sales executive who the CEO can develop a trusting business relationship with in order to make his or her number.

In our first segment, Chris shares with us the evaluation process he and his team structured in choosing the right sales executive, how to build a trusting relationship that is transparent between the CEO and sales leader, as well as understanding what is actually happening in the market in order to understand the relationship between your sales and product teams.

Next, Chris discusses how he manages to spot a good sales executive in the early stages of hiring when a sales leader is selling a product he himself knows well. Chris also delves into their company’s new design principle and how it shifted their approach to hiring the right person for the job. We also discuss how to assess the reasoning behind why a company isn’t growing. Chris shares his organization’s 360 reviews that give everyone a good look at what’s happening in the overall picture and where the real pain points exist.

In our last segment, we summarize our conversation and offer a set of immediate actions you can take to implement into your executive recruiting design in order to find the right sales executive for your organization.

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Direct download: 02022015-Chris_Giglio-SBI_PODCAST.mp3
Category:Corporate Strategy -- posted at: 9:58pm EST