Episode 12 – Lee Salz and the “Sales Marriage”

Have you ever wondered why a sales person can be a superstar at one company, only to fail miserably at another?  That was the topic of this week’s episode with Lee B. Salz, President of Sales Architects.

Lee B. Salz, is a sales management guru who specializes in helping companies hire the right sales people, on-board them, and focus their sales behaviors. For almost 20 years, Lee has built high-performance sales organizations that sold to consumers, corporations and the government sector for companies ranging from the Fortune 1000 to small firms.

Experienced in both start-up ventures and turnaround situations, Lee works with clients to build high-performance sales organizations using his Sales Architecture® methodology to ensure companies thrive! He has been successful in differentiating seemingly commoditized products and services – in both complex and transactional sales – resulting in record revenues and profits.

Lee spoke to us about the need for companies to pay close attention to who they hire, considering every aspect of the relationship between the company, the salesperson and the prospects or clients the salesperson will interface with.  “The Sales Marriage” (Sales Gravy Press), Lee’s second book, teaches companies how to hire the right sales people. Business executives often go on a quest to hire great sales people – not necessarily the right ones for their organization. Salz presents the concept of a sales marriage, which is the relationship between a sales person and an employer based on a synergistic match of needs, wants, and desires. Lee works with companies to help them implement the sales marriage philosophy resulting in skyrocketing revenue and reduced turnover in their sales organization.

By examining every component of your sales process (or buying process, as Lee calls it), you can define and then find the ideal sales person for your organization.  As Lee explains, companies spend a lot of time and effort discovering and then seeking out ideal clients, but little or no time looking for ideal salespeople.  Instead, we hire the ones we think are superstars, regardless of fit for the specific job.  The result?  Frustrated salespeople and managers who are suffering under “bad fit” conditions.

With great advice for hiring managers and salespeople alike, Lee provides a great perspective for starting your new relationship on the right foot.  Have a listen, leave a comment and share the episode with those you think could benefit from it.

Thanks for listening!

Brad & Jerry

 

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