Jan 18, 2022
On today’s episode of Aligned, we’re rerunning a fan-favorite
episode featuring Sean’s interview with Luke Allen, President of
OHD, about finding, developing, and retaining A-level employees. As
we enter the new year, fostering positive relationships with your
team is critical to creating the culture and atmosphere that
The development process begins when you attract
- In the hiring process, you paint a picture of their future with
your company. Onboarding should execute that plan.
- Luke’s company onboarding process begins long before the new
employee starts. His company builds a profile for each new
employee, so everyone knows the new hire before they walk through
- The new hire also receives a mentor, an existing employee, who
reaches out to the new hire before they start to answer questions
and provide support.
- The new employee’s first week is meticulously scheduled, so
they know what they’ll be doing and who they’ll be with.
Marketing is an onboarding key player.
- Marketing impacts how a new employee perceives the company.
Therefore, marketers should create not just customers who
are raving fans but also employees.
- Employees should want to share company details with their
friends and promote the brand they work for.
- Companies that don’t foster these relationships lose
top performers because people want to know their value. They want
to see that they’re important.
- Marketing should customize their outreach by each person and
understand what people employees care about. (It’s not always
Overcoming onboarding and hiring
- Don’t lower expectations for C-level employees. Instead, be
clear about the demands and provide encouragement and support to
help them move up.
- When you’re attracting talent, share expectations early on.
Sales training and consultants can fix ability, but they can’t fix
culture. You need to ensure people like and want to work in the
culture you create.
- Many companies find employees who act as lone wolves, operating
according to their own set of rules. These employees might get
pushed out of success (even if they're successful) due to company
culture. Your team will notice if one member isn’t held to the same
standard as everyone else.
- As salespeople grow in revenue, they grow in control (and thus
fear change.) Executives can be held hostage by that kind of
seller. Having multiple candidates eases that pressure because your
team will be less likely to push against the process.
Aligned Episode Resources:
- FitzMartin is all about a sales-first culture and a solid sales
culture as well. We want you to find new ways to leverage marketing
- Aligned is a
podcast for executives of emerging middle-market companies and
executives looking for new ways to leverage sales and marketing for
- To connect with Sean Doyle, find him on LinkedIn, or learn
more about FitzMartin on the company web page.
You can also connect with Luke
Allen on LinkedIn.