“Culture is what makes people want to be in your organization and motivates your team.”Great teams don’t happen by accident. With over 30 years in the sales industry, Greta Schulz, President of Schulz Business SELLutions, knows what to look for in hiring a salesperson and how to nurture and coach them to become exceptional.In this episode, Greta shares what she’s learned from her decades-worth of experience in sales about the impact of culture on a team, from shedding the common notion that great salespeople are born to having more efficient and effective sales discussions. Along the way, you’ll learn the key traits to look for when hiring talented people—and their resume doesn’t always tell you the full story.In this episode, you’ll learnNo matter what good skills someone is born with, if they don’t practice and learn to go from good to great, they won’t be as successful as those that doYou need to look past a candidate’s resume for key characteristics to really tell if they’re a good fit for your organizationYou can't motivate anybody to do anything, but you can give them an opportunity to motivate themselvesThings to listen for:[02:53] Defining company culture[05:08] How coaching has changed in recent years[08:40] What makes a great salesperson[18:21] Pain points for CEOs in hiring[21:30] Understanding what is and isn’t in your control[23:32] The importance of self-belief[31:27] Why silence works in salesResources:Floyd CoachingThe Culture AssessmentMatthew Kelly’s BooksFloyd Coaching’s BlogConnect with the Guest:Greta Schulz’s LinkedInConnect with the Host & Floyd Coaching:Kate Volman’s LinkedInFloyd Coaching on LinkedInFloyd Consulting on FacebookFloyd Consulting on TwitterFloyd Consulting on YouTubeFloyd Consulting on Instagram