Notas del episodio
Rich Conway spent hundreds of thousands of dollars proving he was hiring the wrong salespeople. He was wrong about that too.
He was bringing in good people, then setting them up to fail with no systems, no metrics, and no structure to succeed. When he finally hired a sales manager who put that scaffolding in place, the same calibre of people started producing straight away. It's one of the more honest leadership admissions you'll hear from a founder. Rich is an introvert with imposter syndrome who built Pure SEO into the number one search agency in New Zealand, arriving here in the depths of the GFC with no friends and no family. He refused to guarantee Google rankings when every competitor did, nearly went under, then watched the market swing his way.
We get into:
- Why his best salespeople on paper kept failing and what he owned about it
- The systems that turned the same people into producers
- The emotional call to let go of his best mate, who he'd hired as GM
- Two exit processes that fell over and why he's glad they did
- How he rebuilt the whole business around AI search
Sometimes the hire isn't the problem. The setup around them is.
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