create brand nv logo

#16 How to Hire Great Salespeople: Traits, Mistakes, and Best Practices

Why is it so hard to find great salespeople—and what separates top performers from everyone else? In this episode, Nicole Alicea sits down with Jim Marshall of Sandler Training Tampa Bay to break down what business owners need to know about hiring, developing, and leading high-performing sales teams.

Together, they challenge the stigma around sales and reveal what truly drives success in the profession—from mindset and communication to behavior and accountability.

In this episode, you’ll learn:

• The key traits of top 10% sales performers (and how to identify them)

• Why most hiring processes fail—and how to fix them

• The difference between transactional and consultative selling

• How to properly qualify (and disqualify) prospects

• Why referrals are the most underutilized growth strategy

• The importance of onboarding, training, and ongoing development

Jim also shares practical frameworks for improving sales conversations, avoiding common mistakes, and building a team that consistently drives revenue.

Whether you’re hiring your first salesperson or scaling a team, this episode offers actionable insights to help you find—and develop—top-tier talent.

Produced by David “Fingers” Bell and hosted by Nicole Valentin Alicea.

Here are some other episodes you might like

#40 If You Don’t Adapt, You’ll Lose Your Leadership Pipeline — Insights from Dr. Shane Combs

In this conversation, Dr. Shane Combs discusses the importance of empowering young leaders, particularly from Gen Z, in the workforce. He emphasizes the need for businesses to adapt to the changing landscape by embracing divergent thinking, purpose-driven work, and mental health awareness. The discussion also covers the significance of work-life balance, career development expectations, and the impact of AI on entry-level roles. Dr. Combs provides examples of successful companies that engage Gen Z effectively and highlights the value of neurodiversity in fostering innovation. The conversation concludes with a call to action for businesses to redesign their practices to thrive in the future. Further Reading & Recommended Resources Below are the articles that Dr. Shane Combs recommended for listeners who want to go deeper into Gen Z hiring, workplace trends, and how AI is reshaping early-career opportunities: How to Attract and Retain Gen Z Talent (Forbes) 🔗 https://www.forbes.com/sites/tracybrower/2025/09/21/how-to-attract-and-retain-gen-z-talent-with-8-proven-strategies/ The State of Gen Z in

Read More »
December 7, 2025

#18 The Biggest Hiring Mistakes Business Owners Make (And How to Avoid Them) | Lori Goldsmith

Nicole Alicea sits down with HR expert Lori Goldsmith, founder of Heart of HR Shared Services, to unpack the biggest hiring, leadership, and workplace mistakes business owners make—and how to avoid them. From hiring the wrong people to failing to give clear feedback, Lori shares real-world insights that can make or break a business. This conversation goes beyond basic HR and dives into the human side of leadership, communication, and company culture. In this episode, they discuss: • Why hiring the wrong employee is the most expensive mistake you can make • The dangers of relying too heavily on AI in the hiring process • How to properly interview candidates and spot red flags • The difference between leadership and management—and why it matters • How to give effective feedback and avoid costly HR issues • Why documentation is critical when managing or terminating employees Lori also shares practical strategies for building a

Read More »
November 21, 2023