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In this new episode, Nelson sits down with Kris Cochrane, who’s trained over 1,000 remote salespeople and has seen exactly how the top performers operate.

You’ll hear:

◼️ What consistently shows up in the top 1% of remote closers

◼️ The hiring pattern that quietly destroys sales teams

◼️ Why most founders invest in training that never pays off

◼️ The signals that reveal whether a closer will scale with your company

◼️ The shifts founders need to make to build predictable revenue

Timestamps:

00:00:00 Introduction

00:01:43 - Building an Eight-Figure Sales Team

00:04:03 - Characteristics of a Top 1% Closer

00:05:32 - What to Look for in Top Closers

00:07:46 - Defining a Top Closer's Revenue

00:09:04 - Expectations for Top Closers' Earnings

00:10:32 - The Role of Marketing in Attracting A Players

00:11:22 - Challenges with Founders Who Lack Marketing

00:13:11 - Selling the Company to Potential Closers

00:14:37 - Recruitment Mandates for Sales Teams

00:16:32 - Identifying Underperforming Closers

00:19:54 - When to Transition from Founder-Led Sales

00:20:09 - Starting the Recruitment Process for Closers

00:24:04 - Interview Tactics for Identifying High Performers

00:27:09 - Training Top Closers on New Offers

00:30:26 - Onboarding Best Practices for New Closers

00:34:16 - Key Metrics for Evaluating Closer Performance

00:36:06 - Duration for Assessing Underperformance

00:37:48 - Real-Life Example of Closer Performance

00:42:15 - Compensation Structures for Closers

00:43:28 - Adjusting Compensation for Different Offer Types

00:45:12 - Managing Refunds and Clawbacks

Follow Nelson & Founder's Playbook:

https://www.instagram.com/foundersplaybook

https://www.facebook.com/foundersplaybookpodcast/

https://www.youtube.com/@foundersplaybookpodcast

https://open.spotify.com/show/1C66TiNNEXL5S9qA32OoV6?si=20bd04b43628463

Follow Kris Cochrane:

https://www.linkedin.com/in/kris-cochrane/

https://www.instagram.com/kriscochrane/?hl=en

DISCLAIMER

This content is for educational and informational purposes only. This is not financial, investment, tax, or legal advice. Bitcoin and cryptocurrency investments carry significant risks including market volatility and potential loss of capital. Superannuation and tax strategies vary by individual circumstances. Past performance does not guarantee future results. Always conduct thorough research and consult with qualified financial advisors, tax professionals, and legal experts before making investment or retirement decisions. Individual results depend on personal circumstances, market conditions, and investment strategy.