Sales Elevation Podcast

“Can you tell us about yourself and your company?”

This is his standard opening question to establish the guest's background and context.

“What are the biggest challenges with your team, especially when onboarding a new hire?”

He often asks this after establishing the company's scale to dig into training and ramp-up issues.

“How do you vet internally when a new hire is proficient and customer-ready?”

This question probes into the specific certification and readiness process a company uses.

“What's the time to profitability for a new hire, and how do you get them there faster?”

Kerr uses this question to get to the core metrics for sales team ramp-up and efficiency.

“When assessing performance, do you focus more on lagging indicators or leading indicators like habits?”

He asks this to understand the metrics and philosophy behind performance management.

“Does your team follow a specific sales methodology?”

He asks this to understand the formal sales process and structure a team operates within.

“How do you set your team up for success? Do you use one-on-one rehearsal or a simulator?”

This question directly ties into the podcast's theme of practice and readiness, often leading to discussions about technology.

“What does [a phrase the guest used] mean to you in a sales context?”

He frequently asks guests to clarify their own terminology to get a deeper, more specific understanding.

“As a sales leader, do you act like a psychologist to understand individual motivations?”

This question explores the softer, more psychological aspects of sales leadership and motivation.

“What do you do when you see a team member who isn't as driven or hungry?”

He asks this to get practical advice on managing under-performers or those with low motivation.

“Is it easier to teach a technical person social skills or a social person technical skills?”

This question explores the coachability of different skill sets, a recurring theme in sales hiring.

“What AI tools are you seeing successfully applied in business to support sales people?”

This question directly addresses the show's focus on how AI is impacting the sales industry.