267: Hiring Sales Reps? This Exposes their Lies | Dustin Rhoades
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00:00
Intro
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01:10
The road to overseeing 2,000 sales reps
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04:27
Why the "Mushy Middle" is the backbone of the entire business that almost every contractor completely ignores
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08:12
The Dumb Tax: What bad hiring decisions are ACTUALLY costing you within the first 90 days (this math will make you sick)
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11:18
Why Dustin stopped trusting resumes 20 years ago… and what he does instead to see who's REALLY sitting in that chair
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12:44
The 3-Quadrant hiring check: What you must verify in every candidate
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17:15
How one toxic employee puked on 31 people and ruined 31 productive days
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21:56
Why hiring salespeople without THIS first is the coach's fault, not the player's
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26:15
Dustin's non-negotiables when hiring sales reps
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31:08
The 3-word question Dustin asks after every candidate names their highest income (and what the next 3 seconds reveal)
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32:17
The "test drive" interview technique that replaces the tired "sell me this pen" role play
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36:36
What to do on Day 1 to "enchant" new sales reps
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39:38
Why HALF your new sales reps fail before their first appointment
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44:46
The daily training cadence that controls focus and eliminates the firefighting that's burning 60% of your day
Hiring sales reps the WRONG way can wipe out 31 productive days, torch your culture, and cost you more than your worst month.
Dustin Rhoades is SVP of Sales at Great Day Home Improvements ($1.6 billion, 12 brands, up to 2,000 active sales reps).
He spent 25 years in sales management, building a hiring system that gets 95% of new reps through training and out running leads.
The industry average is 50%.
In this episode, he hands contractors the exact sales recruiting framework he uses to EXPOSE what candidates are actually hiding behind a polished resume, a rehearsed interview, and a handshake that feels just right.
If building a sales team that sticks and sells is your next move, this one’s required listening.
This episode reveals:
🔥 Why Dustin calls every resume a “Lie Report,” and the contractor sales training technique that strips the performance away so you see exactly who’s sitting across from you (hint: it has nothing to do with DISC profiles or gut feel)
🔥 The 2-question “test drive” that forces candidates to sell something… so you can watch them come alive or fall apart right there in the interview
🔥 Dustin’s Day 1 “enchantment” onboarding protocol (the exact sequence that gets new hires bought in before training even starts)
🔥 Why the first system a sales rep ever learns is the one they own for life… and what that means before you hire from a competitor *thinking* you’re getting a plug-and-play A-player
🔥 The 3-quadrant check that tells you whether your candidate has what it takes BEFORE you make the offer (and which quadrant is YOUR responsibility as the business owner)
🔥 How to make your business BULLETPROOF from babysitting and firefighting (this daily sales coaching cadence controls everyone’s focus in under 20 minutes)
Every contractor thinks their bad hire problem is a people problem.
Dustin proves it’s a YOU problem, and the fix starts before they ever walk through the door.
If you’re stuck in a revolving door of hiring salespeople or you’re tolerating a negative rep who’s slowly poisoning the team you’ve spent years building…
Watch this episode now and steal the hiring and sales training playbook that helped scale Great Day Home Improvements to $1.6B.
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