Alex Hormozi: The day when everything changed for me...

The video is about recognizing and hiring excellent salespeople, and the importance of selecting the right talent for a business.

This video by Alex Hormozi was published on Mar 30, 2022.
Video length: 10:25.

In this video, Alex Hormozi talks about the day when he realized that his business could function without him and how he learned to recognize and hire excellent salespeople.

He shares his experience of hiring his first salesperson and how it made him emotional to see someone else sell besides him. He also talks about the importance of selecting the right people for the job and how it's better to take great salespeople and point them in the right direction rather than spending too much time training them.

He emphasizes the need to talk to more people in the recruiting process and to recruit salespeople from other companies in the same industry.

• Alex had an emotional breakthrough when he realized his business could work without him.
• The video is about recognizing and hiring excellent salespeople.
• It is better to pick the right people than to train them.
• Recruiting exceptional salespeople is more important than training them.
• Exceptional salespeople can be selected by recruiting them directly from similar businesses or interviewing many people.
• It is important to have low tolerance for someone who is not exceptional in sales.
• When hiring, it is important to trust your instincts and hire exceptional salespeople immediately.

The day when everything changed for me... - YouTube

Alex's Emotional Breakthrough

• Alex received a text message that two sales were closed by someone else.
• He got emotional and teary because it was the first time someone else sold something besides him.
• He realized that his business could work without him.
• He owns Acquisition.com, a portfolio of companies that does about 85 million a year.
• The video is about recognizing and hiring excellent salespeople.

Recognizing Great Salespeople

• Alex took every single sale when he started because he was afraid someone would waste the opportunity.
• He had an emotional breakdown when he had his first sale that was not him.
• He learned that it is good to train salespeople, but it's better to take great salespeople and point them in a direction.
• Harvard selects the smartest people and then puts smart professors in front of them.
• It is better to pick the right people than to train them.

Nature vs. Nurture in Sales

• Alex moved in the direction of a little bit more nature than nurture when it comes to roles, specifically sales.
• There are certain characteristics about building rapport and having certain dynamics or energy that some people have naturally.
• It is better to start with someone who has a much higher base because you will get more bang for your buck in terms of training.
• You just have to be willing to talk to more people in the recruiting process.
• If you cannot pay super handsomely based on your price points, you need to look harder and interview more people.

The day when everything changed for me... - YouTube

Recruiting Great Salespeople

• If you can't pay super well for the salesperson, you need to look harder and interview more people.
• If you can pay well, the best salespeople are already employed, so you need to recruit them from other sales jobs.
• It is ideal to recruit salespeople from companies just like yours so that they already know a lot of the things coming into it.
• This decreases the ramp-up time for them because all you're really doing is pointing them in a direction.
• From a recruiting standpoint, you need to run ads and use your network to find the right people.

Selection over Training

• Selecting exceptional salespeople is more important than training them.
• Top salespeople are often born with natural talent.
• Training is to remind salespeople how good they are, not necessarily to make them good.
• It is easier and more cost-effective to find the right people than to extensively train mediocre salespeople.
• 24-hour fitness has a model of taking on anyone with a pulse and putting them through a culling process to find exceptional salespeople.

Learning Sales

• Learning how to close sales is core to running a business, especially a small business.
• Practice and repetition can help someone become good at sales.
• Investing time in learning sales is a skill that can be added to one's arsenal.
• It is not reasonable for a business to spend a year training someone who is not good at sales.
• Training oneself in off-hours is a good way to improve sales skills.

Exceptional Salespeople

• Exceptional salespeople can be selected by recruiting them directly from similar businesses or interviewing many people.
• Exceptional salespeople often close deals in their first sales cycle.
• It is important to have low tolerance for someone who is not exceptional in sales.
• Removing people who are dragging the team down can improve the culture of the team.
• The best salespeople are born, not made.

Hiring Exceptional Salespeople

• It is important to hire someone when you feel a tingle and know you have to have them, not when you think they could do the job.
• Once someone is hired, if they haven't closed a deal in the first cycle, the tolerance for them not being exceptional should be short.
• Every exceptional salesperson is known immediately.
• Less time should be spent thinking someone will turn it around with more training.
• Winning the draft on the pick is important.

Watch the video on YouTube:
The day when everything changed for me... - YouTube