Alex Hormozi: My Secret to Building $100M Sales Teams (Step By Step)

Last updated: Jun 18, 2023

The video is about Alex Hormozi's step-by-step process for building a $100M sales team, including the interview process, onboarding, training, management, and scripting.

This video by Alex Hormozi was published on Sep 27, 2022.
Video length: 11:23.

In this video, Alex Hormozi shares his step-by-step process for building a successful sales team.

He covers topics such as the interview process, onboarding, training, and management. He emphasizes the importance of understanding the prospect's problems and tailoring the sales script to address those specific issues. He also stresses the need for consistent role-playing and feedback to improve the sales team's performance.

Overall, the video provides valuable insights for anyone looking to scale their sales team.

  • Interview process tests for speed, work ethic, intelligence, listening, social awareness, and coachability.
  • Onboarding and training includes a 14-day period, question-based framework, problem labeling, and decision-making.
  • Management and scripting involve role-playing, half schedules, feedback, and prioritizing improvements.
  • Prospect knowledge and overcoming objections focus on understanding prospects, drilling objections, and flexing the script.
  • Sales management requires reviewing calls, maintaining culture, setting standards, and optimizing for cash up front.
  • Tolerance and leadership involve setting new standards, leading by example, and being the rock of the team.
  • Cadence includes daily huddles, end-of-day huddles, weeklies, monthlies, and one-on-ones.

My Secret to Building $100M Sales Teams (Step By Step) - YouTube

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Interview Process

  • Testing for speed of response and work ethic.
  • Looking for intelligence and ability to listen.
  • Seeking someone who is socially aware and coachable.
  • Measuring coachability through role-playing exercises and feedback.
  • Avoiding candidates who are not coachable or do not take feedback well.
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Onboarding and Training

  • 14-day onboarding period with emphasis on listening to good sales calls.
  • Script should be question-based framework leading to a natural conclusion.
  • Clarify why the prospect is there and label them with a problem.
  • Overview their past experiences and pains.
  • Explain how the product or service can solve their problems.
  • Boil down the decision to the most basic unit possible.
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Management and Scripting

  • Role-play with trainees every morning during the training process.
  • Put trainees on a half schedule to blow through a ton of leads.
  • Meet with trainees twice a day to review sales calls and give feedback.
  • Communicate goals, motivate, and train during sales manager meetings.
  • Listen to one or two of the trainee's sales calls before each call.
  • Take written notes of areas for improvement and prioritize highest impact changes.
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My Secret to Building $100M Sales Teams (Step By Step) - YouTube

Prospect Knowledge and Overcoming Objections

  • Focus on understanding who the prospect is and their problems.
  • Drill overcoming objections with specific responses to common objections.
  • Flex the script to address objections and lead to a clear decision.
  • Emphasize fact-finding and leading the prospect to a natural conclusion.
  • Review recordings and role-play to reinforce improvements and address weaknesses.
  • Continuously monitor and provide feedback to improve performance.
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Sales Management

  • Scaling a sales team requires reviewing sales calls with written notes and prioritizing areas for improvement.
  • Maintaining the culture of the team through a visual and up-to-date leaderboard.
  • Clear KPIs and some sort of bonus every 30 to 42 days to foster competition.
  • Optimizing for cash up front by cutting the bottom 10 on a quarterly basis.
  • The job of the manager besides training is motivation, which comes from culture and the standards set for the team.
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Tolerance and Leadership

  • Sales management is a skill of tolerance, and the person who tolerates the most has the weakest team.
  • The difference between winning and losing teams is usually the coach's leadership and culture.
  • Setting new standards for the team and expecting everyone to attend training, show up on time, and clean their pipelines every day.
  • Sales managers tend to be more stable and need to be the rock of the team that people look up to.
  • Leadership requires leading by example and setting the tone for excellence in everything the team does.
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Cadence

  • The first 14 days of onboarding require talking to the person once or twice a day.
  • Once they meet the quota, they can get a full schedule, but everyone understands that if they drop below KPI for two weeks, they go on a performance improvement plan.
  • The structure of weekly calls is already outlined in terms of how to give feedback.
  • The structure of those calls applies to all existing team members, and the feedback structure is an hour per guy per week.
  • Big meeting cadence includes weeklies, monthlies, and one-on-ones that happen on a weekly basis or more frequently if they're on a performance plan or a trainee.
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Conclusion

  • Sales management requires reviewing sales calls, maintaining the culture of the team, setting new standards, and leading by example.
  • The cadence of communication is crucial, and it includes daily huddles, end-of-day huddles, weeklies, monthlies, and one-on-ones.
  • Optimizing for cash up front requires cutting the bottom 10 on a quarterly basis.
  • The job of the manager besides training is motivation, which comes from culture and the standards set for the team.
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Building a $100M Sales Team

  • The early morning training is mandatory for trainees and optional for others, but with the right culture, most attend.
  • Competitions keep people motivated and make the job less repetitive.
  • Reading testimonials of clients recently sold and the results they're experiencing helps salespeople feel like they're making a difference.
  • Selling from a place of empathy and genuine desire to help the customer is important.
  • Having someone who believes in the product and the transformation it can bring is crucial to pushing through rejection.
  • Having clients hop on a sales call to talk about their experience and watching videos of testimonials before starting the day can help build conviction.

Watch the video on YouTube:
My Secret to Building $100M Sales Teams (Step By Step) - YouTube

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