Kevin Baumghart discusses how to turn your sales team into a machine. Screen-print shops can learn to better hire, train and sell more using his methodology. Try Printavo: https://www.printavo.com

1. Building a
Sales
Machine
Kevin Baumgart
Sales Consultant, Set Sales
VP of Business Development, Hireology
kbaumgart@setsales.co
773.220.6035

2. Building a Sales Machine
The Blueprint
 Hiring and Team Structure
 Sales Process
 Target Market and Leads

3. Hiring
Why it’s hard
 Always in demand
 Great at selling themselves
 Products of their environment
 We’re desperate

4. Hiring
What to keep in mind
 Resumes are marketing
documents
 Great salespeople don’t often
leave jobs where they are
performing
 It will take a while for them to be
productive

5. Hiring
Hiring Process
 Job profile
 Sourcing
 Pre-screen
 Phone interview
 Resume review interview
 Behavioral interview
 Shadow
 Testing
 References
 Verification

6. Building a Sales Machine
Hiring Best Practices
 Follow it, make it consistent, make it objective
 Ask for W2’s
 Connect with past managers
 Hire fast
 Invest in it
 Create 30 – 60 – 90 day plans

7. Building a Sales Machine
Career Branding

8. Quick Activity
Take out your phones:
 Try to apply for a job on your website
 What did you find?

9. Building a Sales Machine
Team Structure
 Roles
 Pods vs. teams
 Specialized & accountable
 Account Management/
Customer Success

10. Building a Sales Machine
Sales Process
 Don’t wait
 Document what you are
doing today
 Consistency
 Deal Strategy
 Training/Onboarding

11. Building a Sales Machine
Target Market
 Definition and segmentation
 Benefits of a narrow focus
 Be open to pivot
Lead Generation
 Buy lists
 Industry associations
 Other resources
Data.com
Info USA – Sales Genie

12. Building a Sales Machine
Kevin Baumgart
 773.220.6035
 kbaumgart@setsales.co