• Share
  • Email
  • Embed
  • Like
  • Private Content
2013 10-17 sales hacker conference
 

2013 10-17 sales hacker conference

on

  • 2,811 views

Building a scalable sales team

Building a scalable sales team

Statistics

Views

Total Views
2,811
Views on SlideShare
2,672
Embed Views
139

Actions

Likes
6
Downloads
38
Comments
0

4 Embeds 139

https://twitter.com 131
http://suwiryo212.blogspot.com 4
http://c2-schwary.dev.flyptech.com 2
https://app.cyfe.net 2

Accessibility

Categories

Upload Details

Uploaded via as Adobe PDF

Usage Rights

© All Rights Reserved

Report content

Flagged as inappropriate Flag as inappropriate
Flag as inappropriate

Select your reason for flagging this presentation as inappropriate.

Cancel
  • Full Name Full Name Comment goes here.
    Are you sure you want to
    Your message goes here
    Processing…
Post Comment
Edit your comment

    2013 10-17 sales hacker conference 2013 10-17 sales hacker conference Presentation Transcript

    • Building a Scalable Sales Team Mark Roberge SVP of Sales and Services, HubSpot @markroberge
    • My mission as a sales executive MISSION Predictable, scalable revenue growth STRATEGY If I can… 1. Hire the same type of successful sales person 2. Train the sales people in the same way 3. Provide each sales person with the same quantity and quality of leads 4. Have the sales people work the leads using the same process …then I will achieve my goal.
    • #1: Hire the same type of successful sales person
    • Define, Score, and Analyze Criteria 4 @markroberge
    • How do you find good sales people?  Does not work  Monster.com, Craigslist, etc.  Might work  Agencies, recruiters  Works     The “Forced Referal” (leverage your team) Networking at events and online Passive recruiting on LinkedIn Taking meetings with sales people 5 @markroberge
    • #2: Train your sales people in the same way
    • #2: Train your sales people in the same way  What I see at many companies   Shadow a senior sales rep for 1 month Read a 2 page sales manual  HubSpot approach    Define sales playbook (unique value proposition, target customer, competition, common objections, product information, etc.) Train sales people as consultants or experts. Give them hands on experience if possible. Use exams and certification programs. 7 @markroberge
    • #3: Provide sales people with the same quantity and quality of leads
    • Modern Lead Generation: Inbound Marketing Blog 9 @markroberge SEO Social Media
    • Create Your Content Engine
    • Create Your Content Calendar 1 eBook w/ LP / Month
    • Create Your Content Calendar 1 eBook w/ LP / Month 4 Blog Posts / Month
    • Create Your Content Calendar 1 eBook w/ LP / Month 4 Blog Posts / Month 8 FB Posts / Month
    • Create Your Content Calendar 1 eBook w/ LP / Month 4 Blog Posts / Month 8 FB Posts / Month 16 Tweets / month
    • Create Your Content Calendar 1 eBook w/ LP / Month 4 Blog Posts / Month 8 FB Posts / month 16 Tweets / month
    • #4: Have sales people work the leads with the same process
    • Implement a Sales Process Bad Lead Too Big Queue Int’l Queue Unable to Qualify Unqualified Closed Lost 3. CONNECT Schedule the assessment 4. QUALIFY / DISCOVER Determine worthiness for demo 5. DEMO Illustrate value of software 6. OBJECTIONS & CLOSE Sign up new customer OPPORTUNITY Closed Lost 2. PROSPECT Get to a connect LEAD Marketing Queue No Fit Queue 1. RESEARCH Prepare for the sales process
    • Implement a metrics-driven sales culture Each Color Represents a Different Sales Rep * Data has been altered from actual HubSpot data for the purposes of this presentation
    • “Peel Back the Onion” for More Insight Lead-Worked-to-Connect Ratio Connect-to-Demo Ratio * Data has been altered from actual HubSpot data for the purposes of this presentation
    • Who should your first sales hire be? Entrepreneur in your industry Sales background 25 years experience in your industry Currently VP over $200 Million in sales #1 Sales Rep out of 500 reps Not in your industry 5 years sales experience 10 years sales experience In your industry Recently promoted to Sales Manager
    • Questions? www.getsignals.com Mark Roberge SVP of Sales and Services, HubSpot @markroberge