LSA19: Attracting, Empowering & Scaling Your 'A' Team

This document provides tips for building a successful sales organization by educating salespeople rigorously, making the work competitive, and inspiring leadership. It recommends finding top performers to lift up as leaders, rewarding performance, creating a structured and scalable sales process, and encouraging career advancement. Maintaining low call volumes demonstrates work ethic while low call-to-appointment and close rates that improve with tenure can be addressed with additional pitch training, enthusiasm from salespeople, and listening to calls.