{"version":1,"type":"rich","provider_name":"Libsyn","provider_url":"https:\/\/www.libsyn.com","height":90,"width":600,"title":"Frank Hurtte: Hire Slow, Fire Fast","description":"Although our title may not sound like it, this month we\u2019re talking about helping new and younger sales talent succeed in your dealership so that your dealership reaps success from their work. Our guest expert is Frank Hurtte, an industrial sales pro for almost 50 years and founder of River Heights Consulting. Author of \u201cThe New Sales Guy Project\u201d and several other books, as well as a speaker and magazine columnist, Frank recently wrote: \u201cSales is the only part of your company that consistently turns cost into cash. \u201cIs your sales team an engine driving revenue?\u201d he added. \u201cOr are they a herd of expense-report addicts wandering aimlessly from customer to customer like stray cats? If you\u2019re just spending on sales, you\u2019re doing it wrong. Sales isn\u2019t supposed to be a warm body with a logo shirt and a business card. It\u2019s supposed to be your sharpest weapon.\u201d He doesn\u2019t mince words. In this month\u2019s episode, we explore the role of the sales manager in coaching and mentoring new salespeople, as well as the kind of structure needed to bring them along and hold them accountable. We also talk about communication and value \u2013 and what the new sales guy or gal needs to bring to the table with each customer interaction.   Connect with Frank: LinkedIn River Heights Consulting Website   Connect with IEDA: Visit IEDA Group Website IEDA Events   Produced By: Social Chameleon ","author_name":"IEDA Podcast","author_url":"http:\/\/iedagroup.libsyn.com\/website","html":"