Today's podcast episode is for you if you're experiencing these problems:
* You’re dealing with high sales turnover rates.
* You’ve hired reps who interview well but fail to deliver results.
* You don’t have a dependable process for vetting candidates thoroughly.
* You’re uncertain about how to train and develop your sales team, especially those without prior sales experience.
* You’re struggling to find the right balance between trusting your sales team and maintaining control over your business.
Episode 23: Julio Melara
Today, we have Julio Melara on the Systematic Selling Podcast.
Julio is the founder and CEO of Melara Enterprises and several other brands.
He’s the publisher of the Baton Rouge Business Report, a leading business news publication that serves the Greater Baton Rouge area in Louisiana, providing in-depth coverage of local business trends, economic development, entrepreneurship, and government policy affecting the business community.
Julio is the consummate salesman, and I’ve seen firsthand how he knows how to build a successful sales team.
So, without further adieu, let’s get ready for Episode 23 of the Systematic Selling Podcast👇
Key Takeaways
Early Career Lessons [00:01:30]
- Mother's wisdom: "Don't let anyone outwork you or outlearn you"
- Put himself through college while working 40-50 hours per week
- Began in sales during senior year, attending college in a suit daily
Sales Philosophy [00:11:30]
- "Serving is the gateway to success"
- Sales philosophy should align with life philosophy
- Focus on building long-term relationships over transactions
- Sales is "the highest paying hardest work and lowest paying easiest work"
Three Essential Mindsets [00:15:00]
- Growth mindset vs. fixed mindset
- Positive mindset vs. negative mindset
- Abundance mindset vs. lack mindset
Hiring Process - The Rule of Three [00:40:45]
- First Interview: Sales skills and experience assessment
- Second Interview: Sales presentation and technical evaluation
- Final Interview with CEO: Culture fit and character assessment
Cultural Values [00:52:24]
- Company Vision: "Excellence, innovation, and impact every day"
- Five Core Non-Negotiables:
- Integrity and honesty
- Commitment to excellence
- Giving back to the community
- Innovation
- People focus
Leadership Philosophy [01:08:23]
Four daily priorities as a leader:
- Lead with purpose
- Solve problems
- Serve people
- Bring the energy
Notable Quotes
"Money is the goal, but it's not our purpose." [00:46:14]
"What determines our success is what goes out of here - the quality of our service, the quality of our products, the quality of our relationships." [00:47:00]
"Fear and faith have two things in common: they both start with the letter F and they both believe in the future that hasn't happened." [01:02:31]
Practical Tips for Sales Leaders
Hiring Best Practices
- Maintain a "talent pool" of potential candidates
- Conduct thorough social media screening
- Prefer hiring people without previous sales experience to avoid bad habits
- Use a guarantee period (6-12 months) for new sales reps to remove financial pressure
Team Development
- Focus on serving customers rather than meeting quotas
- Invest in continuous training and development
- Build a culture that embraces change and innovation
- Create clear systems and processes for accountability
Common Mistakes to Avoid
- Rushing the hiring process
- Focusing solely on sales experience
- Neglecting cultural fit
- Leading from fear instead of faith
