Key takeaways, section-by-section from the Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales
In The Sales Development Playbook, author Trish Bertuzzi shares 3 decades experience on building pipeline and speeding up growth.
In this takeaway:
Part 3 - Recruiting
Chapter 10 - Hire with urgency
Chapter 11 - Spot qualities of qualified candidates
Chapter 12 - Write job descriptions, not sleep prescriptions
Chapter 13 - Compensate at market rate
Chapter 14 - Build attractive compensation plans
Chapter 15 - Source candidates effectively
Chapter 16 - Glassdoor like a pro
37. 3. REPS CONTROL
THEIR OWN DESTINIES
don’t award or penalize reps for
things outside their control
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38. 2 general rules:
Base plan should be 60-70%
of total compensation
Pay incentive compensations monthly;
don’t make them wait for payday
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50. LinkedIn + Messenger + Ask
subject: why should they listen?
message: why should they care?
Ask for a one line reply or a
5 minute phone call
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52. SET A NETWORK QUOTA
set realistic and measurable goals
for example: 1 phone interview
every day, or 1 face-to-face
interview every week
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61. 3. PHONE INTERVIEW
keep it 20 minutes or less
great candidates will
come prepared
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62. 4. ON-SITE INTERVIEW
ask behavioral questions
make the sure candidate "closes"
at the end of the interview.
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63. 5. SDR SHADOW
Let them see the position
firsthand and ask candid questions
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64. 6. OFFER
Aim for 10 business days from
application to offer
If you claim to be a fast-paced,
agile culture, then prove it with
your hiring process
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65. ENABLE YOUR FIELD REP
AND DIRECTOR TO CALL
THE SAME FORECAST
(NO EXCEL REQUIRED)
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