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  4. Sales Expert David Angel Reveals Why 90% of Businesses Hire Salespeople Wrong (And How to Fix It)
What if the secret to scaling your sales isn't hiring more
salespeople — but fixing the systems and mindset that make them
successful? In this episode of The Grown Up Business Podcast, Paul
Avins is joined by David Angel — sales expert, entrepreneur, and
specialist in helping businesses scale their revenue through
smarter sales systems and stronger teams. David shares the brutal
truth about why most sales hires fail, why salespeople aren't the
silver bullet business owners hope for, and how to build a sales
process that works on the good days and the bad. Together, Paul and
David unpack the three biggest mistakes entrepreneurs make when
trying to scale sales, how to interview salespeople properly
(including the genius role-play technique that reveals who's real
and who's just good at interviews), and why most business owners
sell the way they like to buy — not the way their customers
actually want to be sold to. This conversation goes deep into the
difference between hunters and farmers, why sales skills erode over
time without training, and how to onboard and develop a sales team
that scales with your business instead of holding it back. This
episode is essential listening for founders and CEOs who want to
build a predictable, scalable sales engine without relying on hope,
hustle, or hiring unicorns. Key Takeaways Why salespeople aren't a
silver bullet — and what you need in place before you hire one The
three biggest mistakes entrepreneurs make when scaling sales Why
most business owners sell the way they like to buy — not the way
customers want to be sold to How to spot a fake salesperson in an
interview using role-play and real-world scenarios Why sales skills
erode over time — and how to keep your team sharp The difference
between hiring hunters vs farmers — and when you need each Why
hiring two part-time SDRs can be smarter than one full-time closer
How poor onboarding kills sales performance — and what to do
instead Why the 1% daily regression principle destroys sales teams
— and how training stops it How to re-engage warm leads using
Trojan horse strategies About the Guest David Angel is a sales
expert and entrepreneur who specializes in helping businesses scale
their revenue through smarter systems, better hiring, and
consistent sales training. Known for his no-nonsense approach and
practical frameworks, David works with founders and sales teams to
build processes that deliver results on repeat — not just when the
stars align. Next Steps Apply it now Identify one part of your
sales process where you're the bottleneck — and ask: could this be
systemized or delegated? Scale with Paul If this episode resonated,
Paul's work focuses on helping founders step out of the day-to-day
and scale with structure and confidence. Book a call with Paul:
https://www.paulavins.com/book-a-call Subscribe to the Scale-Up
Newsletter: https://www.paulavins.com/newsletter-opt-in About Paul
Avins Paul Avins is a scale-up business coach and founder of the
Grown-Up Business framework. He works with founders and CEOs to
help them move from operator to scale-up leader — building
businesses that grow sustainably, scale beyond the founder, and
create real enterprise value. Paul's work focuses on disciplined
leadership, high-performing teams, and systems that replace chaos
with clarity. Level Up. Team Up. Scale Up. Fire Up.

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