#049: Dave Martin – Building Sales Teams – Part 2


We got rave reviews for part 1 of this 2-part interview with Dave Martin (no relation). I really believe that you will learn a TON as we continue our conversation centered around building sales teams. In case you missed it, here is a link to part 1: CLICK HERE

Things Dave and I Discussed

  • Feeling like a fraud/over your head
  • Give constant feedback during onboarding
  • We hide what we don’t know
  • It really is ok to be the person asking the dumb questions
  • Create a dumb question book and use it for manager meeting icebreaker
  • Teams need time to gel
  • When flying, Dave (and I) want to see gray hair in the cockpit
  • Have veteran people go through the new hire training to see if it is still appropriate
  • Be clear with new hires exactly where they fit
  • Most organizations lose their best candidates during onboarding, not after they have been there awhile
  • The importance of re-recruiting your people for their first year
  • Success can bread failure
  • My strategy for success is I’m going to outwork you. ~ Pat Summit
  • Pay the price!
  • Go to work every day
  • “Wake up early. Work hard. Strike oil.” ~J. Paul Getty
  • Success doesn’t always come in predictable increments
  • I’m ok being dumb and lucky. The luck happens when I put my business card in someone’s hand

Great Books We Talked About

The Innovators Dilemma by Clayton M. Christensen

Selling The Invisible by Harry Beckwith


Born Standing Up by Steve Martin

To Connect With Dave

Check out his website: https://www.bankmechanics.com/dave-martin

While you are there, subscribe to his newsletter: The Advantage Letter


Next week we will celebrate our 50th episode. You will not want to miss this special “The Best Of SIV” episode.

Tim Martin

Tim Martin

Tim has spent the last 22 years in the VB sales world. During that time he has recruited and trained over 2,000 agents to get people to do what they should, but wouldn't do if we didn't come along. In addition to his leadership rolls at the two largest VB carriers on the planet, Tim has worked with outside organizations through consulting and sales coaching. His energetic and humorous key note addresses have also inspired and electrified audiences throughout the United States. Currently Tim is also working on his first book "Success Is Voluntary." Tim and the lovely Dizzy D reside in Peoria, Arizona. They have been married for 30 years and are the proud parent of two gorgeous grown young women, Brittny 29 and Victoria 26.

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