How to Build a Super High Retention Sales Team with Twilio's SVP and GM
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lice Katwan, SVP and GM, North America Sales @ Twilio
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How to Build a Super High Retention Sales Team with Twilio's SVP and GM
- 1. How to Build a Super High-Retention Sales Team with Twilio’s SVP & GM Alice Katwan SVP & GM, North America Sales Twilio Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 2. 12M # of job openings in the US in Dec’21 (1) Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. 4.3M 2:1 Ratio of engaged vs disengaged employees (2) # of people quit their jobs in Dec’21 (1) (1) Source: WSJ (2) Source: Gallup Organization’s latest study The Great Resignation/ Realignment
- 3. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 4. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Key Strategies to Attract, Nurture and Retain your Sales Talent Attracting great talent Investing in your people’s development Create incentive programs that drive successful behaviors Be intentional about the culture you want to build 1 2 3 4
- 5. #1 ATTRACT AND INVEST IN YOUR TALENT Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 6. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Leverage Your Network!
- 7. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 8. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. HIRE WITH DIVERSITY (not just ethnicity/gender, but also skills/geographies/experience etc)
- 9. #2 INVESTING IN YOUR PEOPLE’S DEVELOPMENT Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 10. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 11. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Have your team take ownership of their career path
- 12. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Alice’s Toolkit ✅ Team meetings to discuss what’s top of mind for everyone ✅ Regular 1:1s (be intentional about not canceling) ✅ Skip-level roundtables ✅ Monthly office hours with reps ✅ Employee engagement council
- 13. #3 CREATE INCENTIVE PROGRAMS THAT ENABLE POSITIVE OUTCOMES Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 14. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Reward the Right Behavior
- 15. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. The Carrot vs. The Stick
- 16. #4 BE INTENTIONAL ABOUT THE CULTURE YOU WANT TO BUILD Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 17. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 18. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. (INTERNAL & EXTERNAL) ^
- 19. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Develop genuine connections & take time to get to know people personally & professionally
- 20. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Our NAMER Leadership team in Napa last week
- 21. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 22. Closing thoughts Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 23. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 24. Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review. Recap: How to build a high retention sales team Your reputation matters! Leverage your extended network Diversity really does matter Encourage teams to take ownership of their career path Be intentional about the culture you are building Reward behaviors that align with your business priorities
- 25. THANK YOU You can reach me to akatwan@twilio.com Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
- 26. APPENDIX Do not place text, or graphics in any of the red space Your faces will be here Logo Overlays will be here DO NOT DELETE SaaStr Team will delete these guides in review.
Editor's Notes
- What’s your actual hiring checklist?
- What’s your actual hiring checklist?
- What’s your actual hiring checklist?
- What’s your actual hiring checklist?
- What’s your actual hiring checklist?
- What’s your actual hiring checklist?
- What’s your actual hiring checklist?
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- What’s your actual hiring checklist?
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- Where to invest and develop and where to look for red flags
- What’s your actual hiring checklist?