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HOW TO SCALE A
DREAM SALES TEAM
#MTWEBINAR @mindtickle
#MTWEBINAR @mindtickle
We will be starting in a few moments.
Grace Mason
Head of Sales
Betts Recruiting
Terry Kelman
Direc...
Grace Mason
Head of Sales, Betts Recruiting
Grace is the Head of Sales at Betts Recruiting, which is the leading recruitme...
Go-to firm to scale sales and marketing teams in the US and Europe

• Matches best-in-class, revenue-generating talent wit...
Dhruv Markandey
Head of Customer Success, MindTickle
Dhruv is the VP of Customer Success at MindTickle. He has helped nume...
Easy to use sales readiness platform for inside sales, field sales, and partner
enablement

• Ramp new hires faster
• Driv...
Terry Kelman
Director of Sales Enablement & Training, SenStay Inc
Terry has over 15 years of sales training and enablement...
#MTWEBINAR @mindtickle
Watch the webinar recording here
What We Will Be Talking About
Three key aspects of a winning growth strategy:
#1 How to attract and hire top reps in a com...
#MTWEBINAR @mindtickle
Q & A
We will be taking questions at the end of the speaker presentations.
Send in your questions v...
#MTWEBINAR @mindtickle
What We Will Be Talking About
HOW TO ATTRACT AND HIRE TOP REPS IN A
COMPETITIVE MARKET
~ Grace Maso...
Ask yourself:
• What are you doing to be competitive in hiring
today?
• How long does it typically take for you to hire
so...
• Resume Review
• Digging Deeper
• Market Info
• Sell, Sell, Sell!
• Interview Process
• Questions
AGENDA
#MTWEBINAR @mind...
• Look for red flags
• Short stints, typos
• Metrics – think baseball card
• Progression, promotions, decision making skil...
• Achieved 105% of FY2015 Quota
• “Rookie of the Quarter” Q4 2013
• President’s Club 2013, 2014, 2015
• Promoted from Corp...
• Negotiated and closed $100-500k deals with
Fortune 500 companies
• 500+ LinkedIn Connections
• D1 Varsity College Athlet...
• Back to the resume
• Phone presence
• Meet them in person
• Challenge them on their numbers
• Do the math (sales)
• Ask ...
MARKET INFO - COMPENSATION
#MTWEBINAR @mindtickle
MARKET INFO - PAY COMPETITIVELY
#MTWEBINAR @mindtickle
• Have realistic expectations and know your budget
• When in doubt,...
MARKET INFO - PAY COMPETITIVELY
#MTWEBINAR @mindtickle
• Have realistic expectations and know your budget
• When in doubt,...
MARKET INFO - PAY COMPETITIVELY
#MTWEBINAR @mindtickle
• Have realistic expectations and know your budget
• When in doubt,...
MARKET INFO - TIME TO HIRE
#MTWEBINAR @mindtickle
MARKET INFO - MOVE QUICKLY
#MTWEBINAR @mindtickle
Companies are hiring in as short as 1-2 weeks
Sales Development Represen...
SELL PEOPLE ON YOUR OPPORTUNITY
#MTWEBINAR @mindtickle
Set yourself apart
Get into the weeds
Get people
to interview you
C...
CLEARLY DEFINE YOUR IDEAL PROFILE
#MTWEBINAR @mindtickle
• Have a clearly defined profile for the role that everyone agree...
BE STRATEGIC WITH RECRUITING EFFORTS
#MTWEBINAR @mindtickle
• Implement an employee referral incentive program
• Network o...
DEFINE THE INTERVIEW PROCESS
#MTWEBINAR @mindtickle


Typical Process
• 2-3 steps
1. Phone screen with hiring manager
2. O...
DEFINE THE INTERVIEW PROCESS
#MTWEBINAR @mindtickle
Insider’s tip!
Hold Open Houses/Happy Hours
Have made more than 5 hire...
What We Will Be Talking About
GETTING NEW REPS UP-TO-SPEED FASTER FOR
ADDITIONAL REVENUE GENERATION
~ Dhruv Markandey, Hea...
NEW HIRE ONBOARDING
#MTWEBINAR @mindtickle
How you can create 7%+ additional Revenue Generation Capacity with an effective...
OPPORTUNITY
#MTWEBINAR @mindtickle
How you can create 7%+ additional Revenue Generation Capacity with an effective
onboard...
EFFORT & OUTCOME
#MTWEBINAR @mindtickle
▪ VP Sales & Sales Managers spend 33% of their time training sales reps
EFFORT
EFFORT & OUTCOME
#MTWEBINAR @mindtickle
▪ VP Sales & Sales Managers spend 33% of their time training sales reps
EFFORT
▪ A...
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
MUST
▪ PERSONALIZED
Inside
Sales
Field Sales
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
MUST
▪ Personalised
▪ SCALABLE
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
MUST
▪ Personalised
▪ Scalable
▪ STRUCTURED & MILESTONE
BASED
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
MUST
▪ Personalised
▪ Scalable
▪ Structured & milestone based
▪...
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
MUST
▪ Personalised
▪ Scalable
▪ Structured & milestone based
▪...
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
MUST
▪ Personalised
▪ Scalable
▪ Structured & milestone based
▪...
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
SHOULD
▪ Cater to Sales rep’s natural
tendencies
▪ Be bi-direct...
ESSENTIALS OF AN ONBOARDING PROGRAM
#MTWEBINAR @mindtickle
Drives predictable revenue growth
Perceived as a value add by r...
- Week 1- Week 2
MINDTICKLE'S SALES ENABLEMENT FRAMEWORK
#MTWEBINAR @mindtickle
Date of Joining
90 Days
Week 2Week 1- Week 1
Week 3Week 4Week 5Week 6
- Week 2
MINDTICKLE'S SALES ENABLEMENT FRAMEWORK
#MTWEBINAR @mindtic...
What We Will Be Talking About
STREAMLINING SALES PROCESSES FOR
MAXIMUM REVENUE IMPACT AT SCALE
#MTWEBINAR @mindtickle
~ Te...
1. Newborn - Kernel of product, big idea, big potential market. No sales people.
2. Product - Something someone will buy. ...
3. Sales Acceleration –
• Looking for low hanging fruit: 

- Early Adopters buy to try, easy if Open Source

- Surprise so...
• Sales Process = Get inside an organisation, talk to enough people and you’ll
find a customer
• Sell features and functio...
4. Revenue Explosion - Investors want rapid growth from rapid sales hiring.


The Big Bet: Double the cost of sales and in...
Big Problems –
• Sales person hiring model changes: Super Star to Mere Mortal
• Low hanging fruit is gone: FIND customers ...
Big Solution - Responsibility of Training and Enablement: MAKE a new kind of
sales person
• Knows certain things
• Can beh...
• Sells value first and product second
• Calls on business decision makers
• Starts building funnel and closing deals quic...
What does “Sell Value” mean?
• Sell = Tell the customer you can help improve his business.
• Value = Explain the financial...
#MTWEBINAR @mindtickle
CAUSE AND EFFECT: FROM PRODUCT TO DOLLARS
#MTWEBINAR @mindtickle
MANAGE COST
Mitigating risk to revenue from down time:
$16,000,000,000 revenue per year = $30,441
r...
#MTWEBINAR @mindtickle
ENABLE REVENUE INCREASE
Enabling additional customers (1/10% increase) to use the website
$16,000,0...
• When the customer asks, “How do you do that? How will you improve my business
operations? How does the database mitigate...
#MTWEBINAR @mindtickle
Q & A Time
If we are unable to answer your questions here, we will
be putting up a blog post next W...
#MTWEBINAR @mindtickle
Thank You
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Webinar how to scale a dream sales team

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What's a winning growth strategy? There's no specific answer to this. But knowing how to hire the best talent in the industry, reduce ramp time, and set up processes that improve sales productivity can take you a long way in achieving your revenue targets.

Published in: Sales
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Webinar how to scale a dream sales team

  1. 1. HOW TO SCALE A DREAM SALES TEAM #MTWEBINAR @mindtickle
  2. 2. #MTWEBINAR @mindtickle We will be starting in a few moments. Grace Mason Head of Sales Betts Recruiting Terry Kelman Director of Sales Enablement & Training SenStay Inc Dhruv Markandey Head of Customer Success MindTickle Thanks for joining in!
  3. 3. Grace Mason Head of Sales, Betts Recruiting Grace is the Head of Sales at Betts Recruiting, which is the leading recruitment firm specialising in revenue–generating talent. Grace manages all new business development and account management within the Bay Area. Her team partners with executives and hiring managers at high growth, innovative companies, including companies like GitHub, Mixpanel, FinancialForce, New Relic and ToutApp, to help them hiring the right people in a timely manner. Prior to Betts Recruiting, Grace worked at KPMG as an internal recruiter. Meet the Speakers #MTWEBINAR @mindtickle
  4. 4. Go-to firm to scale sales and marketing teams in the US and Europe
 • Matches best-in-class, revenue-generating talent with innovative tech companies in the bay Area • Helps you hire a team of star performers that not only grows your business, but also sustains your company's culture • Uses consultive approach to find top talents for positions in sales leadership, sales engineering, lead generation, customer success, account management, marketing, and many more. 
 #MTWEBINAR @mindtickle
  5. 5. Dhruv Markandey Head of Customer Success, MindTickle Dhruv is the VP of Customer Success at MindTickle. He has helped numerous companies (which includes unicorns, like Nutanix, AppDynamics, and MongoDB) successfully leverage MindTickle's Sales Readiness Platform to scale their Sales Teams. Dhruv has worked with companies at various stages of Sales Enablement maturity and possess useful insights into opportunities and challenges unique to each stage. Meet the Speakers #MTWEBINAR @mindtickle
  6. 6. Easy to use sales readiness platform for inside sales, field sales, and partner enablement
 • Ramp new hires faster • Drive consistent messaging with online role play exercises • Ensure effective field communication with regular updates
 
 Trusted as the strategic sales enablement partner by companies, like AppDynamics, Nutanix, Cloudera, Qualtrics, Couchbase, and many more. 
 
 To request a demo: visit MindTickle.com or email us at - info@mindtickle.com #MTWEBINAR @mindtickle
  7. 7. Terry Kelman Director of Sales Enablement & Training, SenStay Inc Terry has over 15 years of sales training and enablement experience. He has helped improve performance of sales teams in some of the best known companies in the Silicon Valley, including VISA and PayPal, as well as rapid growth startups, such as Couchbase. Meet the Speakers #MTWEBINAR @mindtickle
  8. 8. #MTWEBINAR @mindtickle Watch the webinar recording here
  9. 9. What We Will Be Talking About Three key aspects of a winning growth strategy: #1 How to attract and hire top reps in a competitive market #2 Plan a goal oriented new hire onboarding program for quicker ramp time #3 Streamlining processes at different stages of company's growth #MTWEBINAR @mindtickle
  10. 10. #MTWEBINAR @mindtickle Q & A We will be taking questions at the end of the speaker presentations. Send in your questions via Twitter with #MTWebinar or mail them to us at info@mindtickle.com. Follow us on Twitter: @MindTickle @BettsRecruiting
  11. 11. #MTWEBINAR @mindtickle What We Will Be Talking About HOW TO ATTRACT AND HIRE TOP REPS IN A COMPETITIVE MARKET ~ Grace Mason, Head of Sales, Betts Recruiting
  12. 12. Ask yourself: • What are you doing to be competitive in hiring today? • How long does it typically take for you to hire someone? • What have your struggles been around hiring? RIGHT OFF THE BAT #MTWEBINAR @mindtickle
  13. 13. • Resume Review • Digging Deeper • Market Info • Sell, Sell, Sell! • Interview Process • Questions AGENDA #MTWEBINAR @mindtickle
  14. 14. • Look for red flags • Short stints, typos • Metrics – think baseball card • Progression, promotions, decision making skills • Attention to detail RESUME REVIEW - IT’S IN THE DETAILS #MTWEBINAR @mindtickle
  15. 15. • Achieved 105% of FY2015 Quota • “Rookie of the Quarter” Q4 2013 • President’s Club 2013, 2014, 2015 • Promoted from Corporate to Enterprise Sales RESUME REVIEW - IDEAL SALES CANDIDATE PROFILE #MTWEBINAR @mindtickle
  16. 16. • Negotiated and closed $100-500k deals with Fortune 500 companies • 500+ LinkedIn Connections • D1 Varsity College Athlete • College Work Experience/ Extracurricular Activities RESUME REVIEW - IDEAL SALES CANDIDATE PROFILE #MTWEBINAR @mindtickle
  17. 17. • Back to the resume • Phone presence • Meet them in person • Challenge them on their numbers • Do the math (sales) • Ask for examples (marketing) • What did they W-2? • Reference checks and back channels DIGGING DEEPER #MTWEBINAR @mindtickle
  18. 18. MARKET INFO - COMPENSATION #MTWEBINAR @mindtickle
  19. 19. MARKET INFO - PAY COMPETITIVELY #MTWEBINAR @mindtickle • Have realistic expectations and know your budget • When in doubt, ask the experts • Know where you fall in the market
  20. 20. MARKET INFO - PAY COMPETITIVELY #MTWEBINAR @mindtickle • Have realistic expectations and know your budget • When in doubt, ask the experts • Know where you fall in the market
  21. 21. MARKET INFO - PAY COMPETITIVELY #MTWEBINAR @mindtickle • Have realistic expectations and know your budget • When in doubt, ask the experts • Know where you fall in the market
  22. 22. MARKET INFO - TIME TO HIRE #MTWEBINAR @mindtickle
  23. 23. MARKET INFO - MOVE QUICKLY #MTWEBINAR @mindtickle Companies are hiring in as short as 1-2 weeks Sales Development Representatives 1-2 weeks Account Executives 2-3 weeks
  24. 24. SELL PEOPLE ON YOUR OPPORTUNITY #MTWEBINAR @mindtickle Set yourself apart Get into the weeds Get people to interview you Clearly articulate why you joined your current company What differentiates you? It shows they’re thoughtful and have long term intentions
  25. 25. CLEARLY DEFINE YOUR IDEAL PROFILE #MTWEBINAR @mindtickle • Have a clearly defined profile for the role that everyone agrees on • Know where you are willing to compromise – prioritise requirements and be flexible as needed • Qualify candidates out early
  26. 26. BE STRATEGIC WITH RECRUITING EFFORTS #MTWEBINAR @mindtickle • Implement an employee referral incentive program • Network on your own and promote open roles • Be selective on the number of recruiting firms you partner with
  27. 27. DEFINE THE INTERVIEW PROCESS #MTWEBINAR @mindtickle 
 Typical Process • 2-3 steps 1. Phone screen with hiring manager 2. Onsite with team (hiring manager, reps, CEO) 3. Presentation • Mock calls, demos, 30-60-90 day plans • Schedule the next step at the end of the interview • Be selective, but move quickly!
  28. 28. DEFINE THE INTERVIEW PROCESS #MTWEBINAR @mindtickle Insider’s tip! Hold Open Houses/Happy Hours Have made more than 5 hires at a time from utilizing a Happy Hour
  29. 29. What We Will Be Talking About GETTING NEW REPS UP-TO-SPEED FASTER FOR ADDITIONAL REVENUE GENERATION ~ Dhruv Markandey, Head of Customer Success, MindTickle #MTWEBINAR @mindtickle
  30. 30. NEW HIRE ONBOARDING #MTWEBINAR @mindtickle How you can create 7%+ additional Revenue Generation Capacity with an effective onboarding plan
  31. 31. OPPORTUNITY #MTWEBINAR @mindtickle How you can create 7%+ additional Revenue Generation Capacity with an effective onboarding plan Our sales reps make their 1st sale a week earlier and are fully ramped 40 days earlier - Chuck Marcouiller, Director Sales Enablement at Avalara on their Onboarding Program Results
  32. 32. EFFORT & OUTCOME #MTWEBINAR @mindtickle ▪ VP Sales & Sales Managers spend 33% of their time training sales reps EFFORT
  33. 33. EFFORT & OUTCOME #MTWEBINAR @mindtickle ▪ VP Sales & Sales Managers spend 33% of their time training sales reps EFFORT ▪ Average ramp-up time is increasing since the past few years ▪ 25% of reps fall short of achieving their quota even after the average ramp time OUTCOME
  34. 34. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle MUST ▪ PERSONALIZED Inside Sales Field Sales
  35. 35. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle MUST ▪ Personalised ▪ SCALABLE
  36. 36. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle MUST ▪ Personalised ▪ Scalable ▪ STRUCTURED & MILESTONE BASED
  37. 37. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle MUST ▪ Personalised ▪ Scalable ▪ Structured & milestone based ▪ BLENDS KNOWLEDGE & ACTIVITIES
  38. 38. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle MUST ▪ Personalised ▪ Scalable ▪ Structured & milestone based ▪ Blends knowledge & activities ▪ CREATES RECALL & REINFORCEMENT
  39. 39. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle MUST ▪ Personalised ▪ Scalable ▪ Structured & milestone based ▪ Blends knowledge & activities ▪ Creates recall & reinforcement ▪ ALIGNS TO REAL WORLD SELLING
  40. 40. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle SHOULD ▪ Cater to Sales rep’s natural tendencies ▪ Be bi-directional ▪ Provide real-time progress analytics to managers
  41. 41. ESSENTIALS OF AN ONBOARDING PROGRAM #MTWEBINAR @mindtickle Drives predictable revenue growth Perceived as a value add by reps MUST Personalised Scalable Structured & milestone based Blends knowledge & activities Creates recall & reinforcement Aligns to real world selling SHOULD Cater to Salesrep’s natural tendencies Be bi-directional Provide real-time progress analytics to managers
  42. 42. - Week 1- Week 2 MINDTICKLE'S SALES ENABLEMENT FRAMEWORK #MTWEBINAR @mindtickle Date of Joining
  43. 43. 90 Days Week 2Week 1- Week 1 Week 3Week 4Week 5Week 6 - Week 2 MINDTICKLE'S SALES ENABLEMENT FRAMEWORK #MTWEBINAR @mindtickle Date of Joining FULLY RAMPED UP 60 Days Post Boot camp Boot camp Pre Boot camp
  44. 44. What We Will Be Talking About STREAMLINING SALES PROCESSES FOR MAXIMUM REVENUE IMPACT AT SCALE #MTWEBINAR @mindtickle ~ Terry Kelman, Director of Sales Enablement & Training, SenStay Inc
  45. 45. 1. Newborn - Kernel of product, big idea, big potential market. No sales people. 2. Product - Something someone will buy. Figure out who. Sales begin to anybody for any price. Free if Open Source DNA. LIFECYCLE OF A STARTUP: SALES POV #MTWEBINAR @mindtickle
  46. 46. 3. Sales Acceleration – • Looking for low hanging fruit: 
 - Early Adopters buy to try, easy if Open Source
 - Surprise solution to an operational or IT problem • Few sales people, steal competitors’ people or super stars in nearby industry • Prospecting is by shotgun approach. Web leads from Marketing? LIFECYCLE OF A STARTUP: SALES POV #MTWEBINAR @mindtickle
  47. 47. • Sales Process = Get inside an organisation, talk to enough people and you’ll find a customer • Sell features and functions (speeds, feeds, bits, bytes) LIFECYCLE OF A STARTUP: SALES POV #MTWEBINAR @mindtickle
  48. 48. 4. Revenue Explosion - Investors want rapid growth from rapid sales hiring. 
 The Big Bet: Double the cost of sales and in a year the new sales people will double revenue and more. LIFECYCLE OF A STARTUP: SALES POV #MTWEBINAR @mindtickle
  49. 49. Big Problems – • Sales person hiring model changes: Super Star to Mere Mortal • Low hanging fruit is gone: FIND customers to MAKE customers • Technical Buyer to Business Buyer: Speeds, feeds, bits and bytes to Financial Value LIFECYCLE OF A STARTUP: SALES POV #MTWEBINAR @mindtickle
  50. 50. Big Solution - Responsibility of Training and Enablement: MAKE a new kind of sales person • Knows certain things • Can behave in certain ways LIFECYCLE OF A STARTUP: SALES POV #MTWEBINAR @mindtickle
  51. 51. • Sells value first and product second • Calls on business decision makers • Starts building funnel and closing deals quickly (3 – 6 months) #MTWEBINAR @mindtickle HOW A SALES PERSON HAS TO BEHAVE (MOST IMPORTANT)
  52. 52. What does “Sell Value” mean? • Sell = Tell the customer you can help improve his business. • Value = Explain the financial impact = Dollars added to revenue or subtracted from cost. Both make the bottom line grow How do you do that? #MTWEBINAR @mindtickle SELL VALUE FIRST AND PRODUCT SECOND
  53. 53. #MTWEBINAR @mindtickle CAUSE AND EFFECT: FROM PRODUCT TO DOLLARS
  54. 54. #MTWEBINAR @mindtickle MANAGE COST Mitigating risk to revenue from down time: $16,000,000,000 revenue per year = $30,441 revenue per min 365 days * 24 hours * 60 min = 525,600 min/year
  55. 55. #MTWEBINAR @mindtickle ENABLE REVENUE INCREASE Enabling additional customers (1/10% increase) to use the website $16,000,000,000 revenue per year X 0.001 $16,000,000
  56. 56. • When the customer asks, “How do you do that? How will you improve my business operations? How does the database mitigate risk of outage?” • Your answer takes you to PRODUCT • When you PROVE the product works, you prove its financial value • The benefits for pricing and negotiating are amazing! 
 Recap: When you hit Revenue Explosion, You have to MAKE Customers To do that you need to MAKE sales people.
 The Key Behavior of the sales person is to Sell Value First, Then Product! #MTWEBINAR @mindtickle THEN PRODUCT
  57. 57. #MTWEBINAR @mindtickle Q & A Time If we are unable to answer your questions here, we will be putting up a blog post next Wednesday answering them all. You can even send in your questions via twitter with #MTWebinar or mail them to us at info@mindtickle.com
  58. 58. #MTWEBINAR @mindtickle Thank You

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