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@markeelliott @itbeginswithif
Growing Your Sales Team
Mark ElliottCo-Founder
Venture Accelerator Partners
October 14, 2015
@markeelliott @itbeginswithif
Agenda• What type of Sales Rep• Sales Targets• Compensation• Recruiting• Interview• Sales Tools• Onboarding• Communications Plan• Personal Development• Keeping them
@markeelliott @itbeginswithif
@markeelliott @itbeginswithif
Background• Mark Elliott, Co-Founder Venture Accelerator
Partners • Provides Part-time sales and marketing• 9 Years since the start of VA Partners• 10 Years at Fortune 500 Technology Company• Champion of Sales P2P at Innovation Factory• At VA Partners
– Worked with over 70 Companies– Helped book hundreds of meetings– Drove millions of web page views– Customers have realized millions in revenue
@markeelliott @itbeginswithif
Type of Sales Person
• Inside vs Outbound
• Local vs Remote • Channel• Inbound Lead
Generation
@markeelliott @itbeginswithif
Factors to Consider
• How do customers buy?• How complex is the sales
cycle?• Customer Lifetime Value• Resources available
– Time – Money
@markeelliott @itbeginswithif
Sales Targets
• What organization?– Geography– Vertical– Size– List
• Contact within company– One or Many
@markeelliott @itbeginswithif
Compensation• Salary• Variable
– Revenue– Margin– Activities
• What is the right split?– 50% to 70% Salary, the rest
variable
@markeelliott @itbeginswithif
Recruiting• Always be recruiting• Networking• Local schools• Use Social Media• Recruiters
@markeelliott @itbeginswithif
Candidate Evaluation• Have the tailored their cover letter• What does their Linkedin look like• Do they use other digital
platforms?• Do the jump around a lot• Do they quantify results?• If candidates are junior
– Customer service– Achievements in school
@markeelliott @itbeginswithif
Interview• Create questions based on the job• Ask for specifics• Situational Questions: Tell me
about– biggest win– most challenging customer– your CRM use
• Ask about process• Be creative with junior hires
@markeelliott @itbeginswithif
Sales Tools• CRM• Path to Sales Success• Social Tools• Scripts
– Email– Calling with objections
@markeelliott @itbeginswithif
Onboarding• Have the week scheduled• Admin and tools ready for day 1• Solution review
– Focus on benefits and Value prop• Break apart the sales cycle
– Start with simpler tasks• Practice• Make yourself available• Ongoing training and education
@markeelliott @itbeginswithif
Communications Plan• Management by walking
around• Team meetings• Joint calls or meetings
– Coaching opportunity• Individual meetings
@markeelliott @itbeginswithif
Individual Meetings• Funnel Review with CRM
– What was expected– What is expected– What has changed– Updates on larger
opportunities– Be accountable
• Other administrative tasks• Personal Development
@markeelliott @itbeginswithif
Personal Development• Identify a few areas for
improvements– From Rep– Observed– Something new
• Create a plan– Could include training– Practice– Sales leader involved
• Does not need to be expensive
@markeelliott @itbeginswithif
How do you keep them?
• What do they want to do medium term?• Are they being successful?• Is there a path for them?• Are you supporting them?• Are they happy?• It’s not about you, it’s about them, unless it is about you.
@markeelliott @itbeginswithif
Sales Resources
@marsdd@vapartners
@AA_ISP @itbeginswithif @Profit_Magazine
@salesplaybookli