Taking the "Black Magic" out of
Hiring Localization BDM’s
Adam Blau
Blau Consulting
@blauconsult
Cost of a BDM hiring mistake
If caught early and dismissed after six months
Salary of EUR 15.000
Salary: EUR ...
@blauconsult
Cost of a BDM hiring mistake
If dismissed after one year – typically too late
Salary of EUR 30.000
Lost oppor...
@blauconsult
WHAT HAPPENED?
@blauconsult
Sales Underperformance: Causes
Mismatch of buyer &
supplier needs
Poor
understanding of
buying steps
Lack of ...
Qualities needed to overcome these challenges
@blauconsult
2) Hire a BDM to figure it out for you.
Options
1) Go through the exercise of developing a strategic
business...
@blauconsult
Lack of growth strategy
• No segmentation analysis
You’re not differentiating buyers with varying
maturity mo...
@blauconsult
SO, WHAT TO LOOK FOR IN A BDM?
@blauconsult
Insight #1 : Expertise
Questions to consider:
• Have they worked for a small company?
• Did they grow busines...
@blauconsult
Insight #2 : Understand the Buyer
What is most critical?
• Lead Generation Skills
• Managing Opportunities
• ...
@blauconsult
Typical customer opportunities & efforts to win business
• Sample Translation
• Quote
• RFP - Is Procurement ...
@blauconsult
Lead Generation, Opportunity Management … or both?
Insight #2 : Understand the Buyer
• Interview for demonstr...
@blauconsult
Insight #3 : Accountability
• Establish ownership
and responsibilities
• Set goals for the
manager and BDM
@blauconsult
Insight #3 : Accountability
Set goals for the first 30, 60, 90 days
• Define expectations
• Establish reporti...
@blauconsult
Insight #4 : Thirst for knowledge
• Who are their favorite sales authors?
• Have they ever:
• Taught themselv...
@blauconsult
Insight #5 : Align correctly
• Does their experience align with
your company?
• Are they accustomed to high t...
@blauconsult
Summary
Overcome lack of market segmentation
 Hire a BDM who knows which market segments are
best for your b...
@blauconsult
Questions & Answers
ADAM BLAU
adam@blauconsult.com
@adam_blau
blauconsult.com
Facebook.com/blauconsult
@blauc...
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Tips for hiring localization business development managers

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My presentation from GALA Istanbul that provides management and sales managers alike with practical tips on which attributes and traits to look for when hiring translation and localization business development managers.

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Tips for hiring localization business development managers

  1. 1. Taking the "Black Magic" out of Hiring Localization BDM’s Adam Blau Blau Consulting
  2. 2. @blauconsult Cost of a BDM hiring mistake If caught early and dismissed after six months Salary of EUR 15.000 Salary: EUR 2.500/month x 6 months = EUR 15.000 Lost opportunities of EUR 150.000 Quota: yearly EUR 30k commission @ 5% = Quota EUR 600.000/12 = E50k x 3 months
  3. 3. @blauconsult Cost of a BDM hiring mistake If dismissed after one year – typically too late Salary of EUR 30.000 Lost opportunities of EUR 300.000
  4. 4. @blauconsult WHAT HAPPENED?
  5. 5. @blauconsult Sales Underperformance: Causes Mismatch of buyer & supplier needs Poor understanding of buying steps Lack of Process Lack of Training Don’t have time or expertise in Sales – so I’ll hire a sales professional
  6. 6. Qualities needed to overcome these challenges
  7. 7. @blauconsult 2) Hire a BDM to figure it out for you. Options 1) Go through the exercise of developing a strategic business development framework.
  8. 8. @blauconsult Lack of growth strategy • No segmentation analysis You’re not differentiating buyers with varying maturity models or needs. • No target profile You’re contacting companies in various industries • No plan to defend against threats / to capitalize on opportunities
  9. 9. @blauconsult SO, WHAT TO LOOK FOR IN A BDM?
  10. 10. @blauconsult Insight #1 : Expertise Questions to consider: • Have they worked for a small company? • Did they grow business exponentially? • Do they have a management / business degree? • Do they know which attributes propelled their success in a previous role and how to apply them going forward? Look for a conscious understanding of what makes candidates successful in regards to the customers they attract.
  11. 11. @blauconsult Insight #2 : Understand the Buyer What is most critical? • Lead Generation Skills • Managing Opportunities • Both?
  12. 12. @blauconsult Typical customer opportunities & efforts to win business • Sample Translation • Quote • RFP - Is Procurement Involved? • Vendor Questionnaire required? Who completes the work to win business? • Production, Account Manager, Director or the BDM? Insight #2 : Understand the Buyer
  13. 13. @blauconsult Lead Generation, Opportunity Management … or both? Insight #2 : Understand the Buyer • Interview for demonstrated skills and strong work habits • In practice, do they excel at both?
  14. 14. @blauconsult Insight #3 : Accountability • Establish ownership and responsibilities • Set goals for the manager and BDM
  15. 15. @blauconsult Insight #3 : Accountability Set goals for the first 30, 60, 90 days • Define expectations • Establish reporting guidelines • Meet regularly
  16. 16. @blauconsult Insight #4 : Thirst for knowledge • Who are their favorite sales authors? • Have they ever: • Taught themselves a trade or skillset • Achieved mastery in a specific domain of expertise? • Do they appreciate evolving development, ongoing learning on the job and in life?
  17. 17. @blauconsult Insight #5 : Align correctly • Does their experience align with your company? • Are they accustomed to high travel budgets and large expense accounts? • Do they expect heavy marketing support? Questions to consider:
  18. 18. @blauconsult Summary Overcome lack of market segmentation  Hire a BDM who knows which market segments are best for your business. Lack of sales or management experience?  Be sure they love to learn and can apply new techniques quickly. Examine the clients you want to win  Determine steps to guide the new BDM Before signing, establish goals and expectations  Accountability to avoid future revenue loss
  19. 19. @blauconsult Questions & Answers ADAM BLAU adam@blauconsult.com @adam_blau blauconsult.com Facebook.com/blauconsult @blauconsult

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