Motivating High Performers Who Sell and Stay

If you’ve ever been burned by hiring a “sales superstar” who fizzled out fast, this episode is for you. Ryan Englin sits down with Brian Hurd, SVP at Cardinal Financial, to uncover the secrets to hiring and motivating top-tier salespeople in the construction and building industries.

Brian shares his journey from swinging a hammer to scaling national sales teams, and how that unique background gives him a sharp edge in knowing what makes salespeople tick. You’ll learn how to spot the hungry go-getters, what comp plans actually motivate top producers, and why investing in personal development can be the key to retention in a high-turnover world.

Oh, and if you think the labor shortage is your biggest hiring problem? Think again. This one goes deep into the housing market’s impact on your workforce and why fixing the affordable housing crisis may be part of your long-term hiring solution.

Episode Takeaways:

• [00:52] Brian’s background growing up in the trades and how it shaped his sales leadership style.
• [02:39] How a global pandemic changed the game for worker expectations and why that matters now more than ever.
• [04:50] Identifying go-getter sales talent and building comp plans that attract them.
• [06:36] Why top salespeople all want different things, and how to coach each type effectively.
• [08:12] The one thing today’s workforce values more than money (and most employers ignore it).
• [09:42] Why your existing team needs training more than you need to hire someone new.
• [16:12] Understanding your team’s financial stress.
• [21:23] How the housing crisis is impacting workforce stability, especially under $30/hr.
• [24:31] Breaking the stigma of manufactured housing and helping your workforce build wealth.
• [28:00] Real talk: Do you know your employees’ 5-year personal goals?

Connect With Brian:

Website: https://www.cardinalfinancial.com/

LinkedIn: https://www.linkedin.com/in/brian-hurd-a0892a83/

Support Titans of the Trades:

If you found this episode insightful, please subscribe, share, and leave a review for Titans of the Trades. Your support goes a long way in helping us bring more impactful discussions your way.