Scaling Your Sales Team For Massive Growth with Jut Carnes

Mark McGraw sits down with Jut Carnes to dive deep into the art and science of hiring the right salespeople.

To find our handout for this episode, click here.

Tune in to learn where to find top sales talent, the essential skills to prioritize, and how to match the right personalities to the right roles. If building a high-performing sales team is your goal, this episode is a must-listen for actionable advice and proven strategies.

• Jut shares his journey from shovelling ballast to becoming the Senior VP and COO at C.L. Burks Construction.
• He believes his love for people and natural ability to connect make selling second nature.
• Jut is convinced that sales can be taught, and he shares the key steps to transforming even the most unlikely candidates into successful salespeople.
• Hiring the first salesperson was a pivotal experience--Jut reflects on the challenges and lessons learned from that process.
• Relationships are the foundation of every business. Nothing feels better than getting new customers, but Jut explains why retaining existing customers is what makes a business successful in the long-term.
• Matching a salesperson’s personality to the way a client prefers to buy can make all the difference in creating successful outcomes for everyone.
• Mark and Jut agree that evaluating personalities and assigning sales reps to accounts or territories where they’ll thrive is a strategy that leads to better results and happier clients.
• Some salespeople excel at prospecting while others shine in account management, and Jut emphasizes the importance of tailoring roles to individual strengths.
• When hiring sales talent, it’s important to look for a combination of the right mindset and personality traits that fit your culture.
• Great salespeople are those who can strike a balance between finding new business and nurturing existing relationships.
• Jut shares his thoughts on growth and self-improvement. 
• The salespeople who thrive are the ones who embrace change, challenge themselves, and constantly look for ways to improve.
• One of the hardest things in sales is opening up a new relationship and displacing an incumbent or existing relationship.
• Jut reveals how and where he finds the best salespeople.
• Exaggerating numbers might make things look good temporarily, but Jut and Mark stress that honesty is always in your best interest.
• Jut’s “winner and loser of the week” approach fosters growth by offering help and support rather than criticism, creating an environment where the team can improve together.
• Jut and Mark discuss the challenge of finding the right salesperson with all the right hard and soft skills.
• To continue to grow and be better every year as a company, you need to be always hiring and letting go of those who are no longer a fit.
• According to Jut, the three most important things to build a smooth-running sales team are culture, people, and processes.
• Learn how to get your people excited for weekly meetings.
• Nobody likes meetings. Consistency is key to successful meetings, and Jut believes that sticking with meetings long enough to find the rhythm leads to greater efficiency and better results.
• Keep challenging your people. Once they get to a certain level and it becomes routine, give them more challenges.
• You want employees who enjoy growth. Not everybody is going to want to grow, but you need to provide the tools and the resources for them to do that.
• Jut explains the benefits of having a list of non-negotiables for your salespeople.

Mentioned in This Episode:

BuildingYourSalesEngine.com/follow

Sandler.com

BuildingYourSalesEngine.com/sandler

Jut Carnes on LinkedIn

BuildingYourSalesEngine.com/7