EPISODE · Aug 23, 2023 · 38 MIN
Why Most Sales Teams Miss Quota—and How to Fix It
from Gaining the Technology Leadership Edge · host Mike Mahony
Why do so many sales teams miss quota year after year—and why do companies keep hiring the wrong people? In this episode of Gaining the Technology Leadership Edge, Mike Mahoney sits down with Jeff Hines, a seasoned sales executive and partner with Objective Management Group, to break down what actually drives sales performance and how leaders can eliminate costly sales mistakes. Jeff shares a practical, data-driven approach to evaluating sales teams and candidates, explaining why traditional tools like Myers-Briggs and DISC fail to predict sales success. Instead, his methodology focuses on three critical layers: the will to sell, sales DNA, and competencies. Without the first two, even highly skilled sellers will struggle. The conversation walks through a structured hiring process that includes defining A-player profiles, filtering candidates early, reducing bias with phone-first interviews, and using scorecards to align hiring teams. Jeff also highlights the often-overlooked importance of onboarding, explaining how the absence of a clear 30-60-90 day plan leaves new hires set up to fail. With examples ranging from mid-sized SaaS companies to enterprise sales teams, this episode is a clear warning to leaders: rushed hiring and weak onboarding don’t just hurt morale—they quietly drain revenue and opportunity.
What this episode covers
Why do so many sales teams miss quota year after year—and why do companies keep hiring the wrong people? In this episode of Gaining the Technology Leadership Edge, Mike Mahoney sits down with Jeff Hines, a seasoned sales executive and partner with Objective Management Group, to break down what actually drives sales performance and how leaders can eliminate costly sales mistakes. Jeff shares a practical, data-driven approach to evaluating sales teams and candidates, explaining why traditional tools like Myers-Briggs and DISC fail to predict sales success. Instead, his methodology focuses on three critical layers: the will to sell, sales DNA, and competencies. Without the first two, even highly skilled sellers will struggle. The conversation walks through a structured hiring process that includes defining A-player profiles, filtering candidates early, reducing bias with phone-first interviews, and using scorecards to align hiring teams. Jeff also highlights the often-overlooked importance of onboarding, explaining how the absence of a clear 30-60-90 day plan leaves new hires set up to fail. With examples ranging from mid-sized SaaS companies to enterprise sales teams, this episode is a clear warning to leaders: rushed hiring and weak onboarding don’t just hurt morale—they quietly drain revenue and opportunity.
NOW PLAYING
Why Most Sales Teams Miss Quota—and How to Fix It
No transcript for this episode yet
Similar Episodes
Mar 26, 2026 ·1m
Mar 19, 2026 ·34m
Feb 18, 2026 ·11m
Feb 11, 2026 ·45m