183: How to Build a Top-Performing Inside Sales Team From Scratch

Dirk Van Reenen is the founder of BERGflow, a company that specializes in Human Systems Development and Organizational Design in the workplace. He works with business owners and entrepreneurs that own service-based companies and get them ready for next-level growth.

Highlights include: the importance of finding the right people for each role (7:21), the importance of a team with diverse behaviors and capabilities (11:04), the ideal prospector (12:30), relationship builder (19:05), closer (21:13), and manager (24:45), how to draw out the behaviors you're looking for in the hiring process (29:44), keeping the team motivated (39:35), and always being "pivot-ready" (45:22).

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More on building sales teams:

Building a sales team: What you need to get right early on with Zach Barney

How to build a killer outbound sales team and avoid some common mistakes along the way with Aaron Ross

Building and evolving a successful sales team with Oliver Williamson