Build Teams That Execute, Not Just Fill Seats
The Problem
The average cost of a bad sales hire exceeds $250,000 when you factor in salary, ramp time, lost opportunities, and team disruption. Most companies make hiring decisions based on resumes and gut feel, then wonder why new reps don’t perform. Building a high-performing sales team requires three critical components: hiring people with the right DNA for sales success, training them in your specific methodology, and assessing performance objectively. Sales Growth Imagination delivers all three through strategic partnerships with industry-leading providers.
Three Pillars: Recruiting. Training. Assessment.
Building a high-performing sales team requires getting three things right: hiring people with the DNA for sales success, training them in your specific methodology and market, and assessing performance objectively so you know who to coach and who to cut. Sales Growth Imagination delivers all three through strategic partnerships with industry-leading providers.
Sales Recruiting: Amplify Recruiting
Amplify Recruiting specializes in finding sales talent for B2B companies. Unlike general recruiters, they understand the specific traits, experience, and hunter mentality required for sales success. We help you build detailed hiring profiles, competency-based interview frameworks, and compensation structures that attract A-players without breaking your budget.
When to use: You need your first sales hire, previous hires haven’t worked out, you’re scaling the team, or you lack internal recruiting capacity.
Sales Training: RAIN Group
RAIN Group delivers world-class sales training programs focused on consultative selling, value-based conversations, and complex B2B sales cycles. Their research-backed methodologies have trained over 500,000 sales professionals globally. We customize training programs aligned to your sales process, buyer personas, and specific skill gaps including discovery questioning, objection handling, value articulation, and sales leadership development.
When to use: Your team struggles with consultative selling, reps discount too quickly, you need to elevate skills across the organization, or sales managers lack coaching frameworks.
Skills Assessment: Objective Management Group (OMG)
OMG provides the most widely used sales assessment tool in the industry, evaluating over 2 million salespeople across 30,000 companies. OMG assessments measure 21 sales competencies and provide objective data on who will succeed, who needs development, and who should be cut. We use OMG for pre-hire screening, current team evaluation, and ongoing performance coaching.
When to use: You’re making a critical sales hire, team performance is inconsistent, you inherited a sales team, or you’re preparing for growth and need to benchmark current capabilities.
Why These Three Work Better Together
Most companies treat recruiting, training, and assessment as separate activities. Sales Growth Imagination integrates all three into your sales infrastructure:
Assess Before You Hire – Use OMG during recruiting to screen objectively. Only interview candidates with proven potential.
Train to Your Process – New hires receive customized RAIN Group training aligned to your documented playbooks and methodology.
Coach with Data – Ongoing OMG assessments provide objective data on skill development. Sales managers coach based on metrics, not gut feel.
Continuously Improve – As your sales process evolves, training and assessment evolve with it. You build a culture of continuous improvement.
The Silver Tsunami Problem
On average, a $20 million company has three sales professionals in their 60s who will exit in the next 24 months due to retirement, health issues, or relocation. They’re taking decades of institutional knowledge with them. You can’t just replace these people. You must document their knowledge, recruit replacements with different generational expectations, train new hires quickly, and assess objectively because you can’t afford expensive mistakes.
Stop Guessing. Start Assessing.
If you’re hiring sales talent, scaling your team, or wondering why performance is inconsistent, start with objective assessment.
Recommendations
See how Atlanta B2B companies built predictable revenue systems.
“As a Vistage Chair, I don’t take lightly the responsibility of recommending an advisor to one of my CEO members. When I introduced Dean Nolley to Raj Swami, CEO of 3iPeople, it was because I trusted Dean to bring both expertise and integrity to a critical growth challenge.
That trust was well placed. Dean stepped in as Sales Growth Architect and Outsourced VP of Sales at a pivotal moment for 3iPeople. He brought discipline, structure, and clarity to their sales organization—developing a strategic sales approach, building a scorecard for accountability, and creating the momentum Raj needed to scale in a highly competitive industry.
But what impressed me most was Dean’s servant-leader approach. He didn’t just install process—he built people. From recruiting and coaching new talent to developing the company’s current VP of Sales, Dean left a lasting mark on the culture and confidence of Raj’s team.
Just recently, Raj called to thank me for introducing Dean, sharing how grateful he was for both the results and the leadership Dean provided. As a Chair, I can say with confidence that I’d be proud to put my name behind Dean again in the future. “
“I’ve been a Business Development Manager at 3iPeople for several years, so when Dean joined as Outsourced VP of Sales—with no high-tech staffing background and replacing a seasoned VP—I was initially cautious. He quickly earned my trust by recognizing my unique challenge as the only rep outside Atlanta HQ and making sure I felt part of the team through regular meetings, best-practice calls, and ongoing coaching.
From day one, he brought structure, energy, and clarity—driving a strategic and collaborative approach. Dean built our new sales process and integrated it into our Salesforce CRM. Dean also partnered with Salesforce and a integration partner, Target Integration, to upgrade us to the right version of Salesforce, while having dynamic dashboards built to have live-time data that helps us proactively manage our pipeline. For a strategic approach to build key relationships, KnowledgeNet.ai was also integrated with web-hooks into Salesforce.
His leadership transformed our sales culture into a motivated, aligned team ready to drive revenue growth. He further found ways to help me out of the box, by making multiple introductions to Network leaders and other Trusted Advisors that he knew in Jacksonville. We were fortunate to have Dean at 3iPeople, and I know I can always count on him for guidance—because he truly cares about people and results.“
Ready to Build Scalable Sales Infrastructure?
If your sales process lives in people’s heads instead of documented systems, you can’t scale. Sales Growth Imagination provides the fractional sales leadership and hands-on execution to build infrastructure that drives predictable growth. Contact our Atlanta team to schedule a Sales Infrastructure Assessment and discover where your systems need strengthening.678-688-4888 (Office) | 404-307-1841 (Cell)