The Rev-Up Sales Podcast

Episode 037: Running a High-Performing Sales Team

Jul 06, 2023

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Ladies and gentlemen, welcome to another exciting episode of our show! Today, we have a special guest who has built an incredible sales team and achieved remarkable success in the digital marketing industry. Please welcome Richard Conway, the founder of Pure SEO!

Richard shares his journey of starting Pure SEO in his living room with just $200. Despite facing initial job rejections, he took matters into his own hands and created his own job. Fast forward to today, Pure SEO is the largest company in its niche, with 70 employees spread across four countries. They specialise in search engine optimisation, search engine marketing, Google ads, programmatic advertising, and social media marketing.

What caught my attention and made me eager to talk to Richard was his ability to build and maintain a high-performing sales team. Many companies struggle to sustain sales performance as their teams grow. So, Richard is here today to tell us how he has done it.

Richard humbly acknowledges that it wasn't solely his skills that made it happen. He emphasises the importance of having the right systems and processes in place. 

Initially, they faced challenges with salespeople not meeting targets, but after realising the issue were their systems, Richard sought out a talented sales manager who could bring about positive changes. It turned out that having clear processes and repeatable actions were crucial for the sales team's success.

In this episode, he is going to share with us what actions you should take to have a smooth and well-organised process.

Richard also emphasises the value of providing genuine value to customers rather than being overly sales-focused. By focusing on the customer's needs and offering solutions, salespeople can establish positive impressions, even if they don't close the deal. Additionally, it is very important to get the basics right! Don’t worry, we’ll talk about that too.

By emphasising the importance of processes to nurturing top performers and living by a set of core values, Richard has created a sales culture that delivers exceptional results. So, if you're eager to learn more about the secrets behind building a successful sales team and the journey of Pure SEO, make sure to tune in to this episode! 

Remember, focusing on processes and having a clear system in place is what separates successful and unsuccessful teams so, don’t miss this conversation because Richard’s insight on building high-performing sales teams is invaluable.