He’s Trained 1000+ Remote Sales People. Here's What Separates The Top 1%
Fri Jan 30 2026
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In this new episode, Nelson sits down with Kris Cochrane, who’s trained over 1,000 remote salespeople and has seen exactly how the top performers operate.
You’ll hear:
◼️ What consistently shows up in the top 1% of remote closers
◼️ The hiring pattern that quietly destroys sales teams
◼️ Why most founders invest in training that never pays off
◼️ The signals that reveal whether a closer will scale with your company
◼️ The shifts founders need to make to build predictable revenue
Timestamps:
00:00:00 Introduction
00:01:43 - Building an Eight-Figure Sales Team
00:04:03 - Characteristics of a Top 1% Closer
00:05:32 - What to Look for in Top Closers
00:07:46 - Defining a Top Closer's Revenue
00:09:04 - Expectations for Top Closers' Earnings
00:10:32 - The Role of Marketing in Attracting A Players
00:11:22 - Challenges with Founders Who Lack Marketing
00:13:11 - Selling the Company to Potential Closers
00:14:37 - Recruitment Mandates for Sales Teams
00:16:32 - Identifying Underperforming Closers
00:19:54 - When to Transition from Founder-Led Sales
00:20:09 - Starting the Recruitment Process for Closers
00:24:04 - Interview Tactics for Identifying High Performers
00:27:09 - Training Top Closers on New Offers
00:30:26 - Onboarding Best Practices for New Closers
00:34:16 - Key Metrics for Evaluating Closer Performance
00:36:06 - Duration for Assessing Underperformance
00:37:48 - Real-Life Example of Closer Performance
00:42:15 - Compensation Structures for Closers
00:43:28 - Adjusting Compensation for Different Offer Types
00:45:12 - Managing Refunds and Clawbacks
Follow Nelson & Founder's Playbook:
https://www.instagram.com/foundersplaybook
https://www.facebook.com/foundersplaybookpodcast/
https://www.youtube.com/@foundersplaybookpodcast
https://open.spotify.com/show/1C66TiNNEXL5S9qA32OoV6?si=20bd04b43628463
Follow Kris Cochrane:
https://www.linkedin.com/in/kris-cochrane/
https://www.instagram.com/kriscochrane/?hl=en
DISCLAIMER
This content is for educational and informational purposes only. This is not financial, investment, tax, or legal advice. Bitcoin and cryptocurrency investments carry significant risks including market volatility and potential loss of capital. Superannuation and tax strategies vary by individual circumstances. Past performance does not guarantee future results. Always conduct thorough research and consult with qualified financial advisors, tax professionals, and legal experts before making investment or retirement decisions. Individual results depend on personal circumstances, market conditions, and investment strategy.
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Scale your business with a viral podcast system 👉 https://vibezcreative.com/viral-podcast-system-vsl-org 🔗 TAKE ACTION: Book your demo: https://vibezcreative.com/viral-podcast-system-vsl-org In this new episode, Nelson sits down with Kris Cochrane, who’s trained over 1,000 remote salespeople and has seen exactly how the top performers operate. You’ll hear: ◼️ What consistently shows up in the top 1% of remote closers ◼️ The hiring pattern that quietly destroys sales teams ◼️ Why most founders invest in training that never pays off ◼️ The signals that reveal whether a closer will scale with your company ◼️ The shifts founders need to make to build predictable revenue Timestamps: 00:00:00 Introduction 00:01:43 - Building an Eight-Figure Sales Team 00:04:03 - Characteristics of a Top 1% Closer 00:05:32 - What to Look for in Top Closers 00:07:46 - Defining a Top Closer's Revenue 00:09:04 - Expectations for Top Closers' Earnings 00:10:32 - The Role of Marketing in Attracting A Players 00:11:22 - Challenges with Founders Who Lack Marketing 00:13:11 - Selling the Company to Potential Closers 00:14:37 - Recruitment Mandates for Sales Teams 00:16:32 - Identifying Underperforming Closers 00:19:54 - When to Transition from Founder-Led Sales 00:20:09 - Starting the Recruitment Process for Closers 00:24:04 - Interview Tactics for Identifying High Performers 00:27:09 - Training Top Closers on New Offers 00:30:26 - Onboarding Best Practices for New Closers 00:34:16 - Key Metrics for Evaluating Closer Performance 00:36:06 - Duration for Assessing Underperformance 00:37:48 - Real-Life Example of Closer Performance 00:42:15 - Compensation Structures for Closers 00:43:28 - Adjusting Compensation for Different Offer Types 00:45:12 - Managing Refunds and Clawbacks Follow Nelson & Founder's Playbook: https://www.instagram.com/foundersplaybook https://www.facebook.com/foundersplaybookpodcast/ https://www.youtube.com/@foundersplaybookpodcast https://open.spotify.com/show/1C66TiNNEXL5S9qA32OoV6?si=20bd04b43628463 Follow Kris Cochrane: https://www.linkedin.com/in/kris-cochrane/ https://www.instagram.com/kriscochrane/?hl=en DISCLAIMER This content is for educational and informational purposes only. This is not financial, investment, tax, or legal advice. Bitcoin and cryptocurrency investments carry significant risks including market volatility and potential loss of capital. Superannuation and tax strategies vary by individual circumstances. Past performance does not guarantee future results. Always conduct thorough research and consult with qualified financial advisors, tax professionals, and legal experts before making investment or retirement decisions. Individual results depend on personal circumstances, market conditions, and investment strategy.