3 Pieces of Advice for Emerging Sales Leaders by Devon McDonald, Director of Growth Strategy at OpenView Labs This deck was originally presented at Sales Hacker Series - Boston - Tactical Sales on November 18th, 2014 Tweet at Devon at @DevMcDee

1. Creating Visibility, Taking Initiative and Catapulting your Career
…3 pieces of advice for emerging sales leaders.
Devon McDonald
Director of Growth Strategy
OpenView Labs
Nov. 18th 2014

2. /////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
Recruiter BDR BDR Manager BDR Strategy Coach Director
2006-2009 April 2009-
Sept 2009
Sept 2009-
February 2010
These tips worked for me.
February
2010– April
2012
April 2012-
now
3 years

3. /////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
Recruiter BDR BDR Manager BDR Strategy Coach Director
2006-2009 April 2009-
Sept 2009
Sept 2009-
February 2010
February
2010– April
2012
April 2012-
now
I’ve seen them work for others.

4. 1. Religiously send daily / weekly updates.

5. Send your “numbers” depending on what your goals are.
• # Calls/emails
• # Conversations
• # Appointments
• # Opportunities
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Great. You did your job – what you are paid to do.
But most importantly…!

6. /////////////////////////////////////
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The Context.!
• What the buyers are saying
• How they are responding to messaging
• Their objections
• Content they are asking for

7. Share with executives.!
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• Head of Sales
• Head of Marketing
• CTO or Head of Product
• CEO
• Venture Partners/Board Members
No, seriously.

8. Sample daily update email
This was sent to CEO, VP of Sales, VP of Product Marketing

9. 2. Don’t treat marketing like the enemy.

10. Take initiative. !
Meet with marketing to share your feedback on the content they
are providing you (regardless of your seniority level).
• What are you hearing from prospects?
• What is resonating?
• Where are your leads getting “stuck”?
• What do you need more of?
And…!
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11. /////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////////
“What can I do to help?”
Marketing teams at startups are strapped for time and it can be a very thankless role. !
!
!
Offer support in whatever way you think you could be valuable.!
!
!! Even if they don’t take it, you will still be seen as a team player and future leader. !

12. !
!
Document it.!
!
Mark the Marketer, great catching up today. I appreciate all that you do for
our sales team and getting us great content!!
!
As we discussed, the in recent weeks the response from the buyers the
messaging and content has been:!
• X!
• Y!
• Z!
!
In order to improve conversions, it would be helpful to have:!
• X!
• Y!
• Z!
Please let me know what I can do to help!!
!
Best,!
Sally the Sales Rep!
!
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13. 3. Have a plan for yourself.

14. Once you’ve proven yourself…
(i.e. at least 2-3 quarters of consistently hitting your goals)
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Bring visibility to your manager as to where you
want to be eventually
…and ask what it will take to get there.
Don’t expect it to happen over night, but work with your manager to
develop a roadmap to get to that end goal… even it’s a multi-year plan.

15. !
Document it.!
!!
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Mary the Manager, great catching up today.!
!
I’m eager to continue to grow within this organization, and willing to do
whatever it takes to become a _______ in the long term. !
!
I understand that it will take some time to get there, but in the upcoming
quarter, I will focus on improving in the areas of ________. !
!
My goal is to improve my skillset and become a _____within the next 2
years and I appreciate your willingness to help me get there.!
!
Please let me know if I’m missing anything, or if you have any other ideas
that will help me become a better member of this team. !
!
Thanks again,!
Sam the Sales Rep!
!

16. Bonus: Find the answers to your own
questions.

17. Use the resources at your finger tips.
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Could the answers to your questions easily be found on:
• Your wiki?
• Your training docs?
• Your website?
• GOOGLE!?
Can’t find your answer after all that? Save a list of the questions
you need to ask your manager for the end of the day.

18. You must self-educate. Don’t expect to be coddled.
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• Read books and top sales/marketing blogs
• Attend networking events and meet-ups – good job, you are already doing this!
• Find mentors/coaches who you can turn to for advice
• Attend events that are relevant to your buyers and the industry you sell into – without being asked, and
potentially without being sponsored
• Take classes outside of work that are relevant to the role you eventually want to be in