GuideSpark defines success as their ability to attract top talent, and quickly onboard and develop them so that the majority of them can become quota bearing reps. Here's how they do that.
Atea Boot Camp 2014
Break-Out Session: Back to the Future V - Evolving to a Software-Defined world and architecture with Magnus Nilsson, Senior Specialist Advanced Software Division, EMC
Atea Boot Camp 2014
Break-Out Session: Back to the Future V - Evolving to a Software-Defined world and architecture with Magnus Nilsson, Senior Specialist Advanced Software Division, EMC
storEDGE Quick Tips: How to Protect Your Storage Facility from Summertime PestsAmy Daniels
No one likes pests in their storage unit. When pests get into your customers' units, the ultimate results will probably be upset customers and bad review for your storage facility.
So, what can you do to protect your facility from summertime pests? Let's find out.
ROBERT MARIA - Enterpreneurship cbse - 2 - Arise Roby
Education in India plays a major role for the students in Identifying and molding the different DNA hidden inside in each and every student.
DESIRE DREAM DESTINY
Beth Rick, Director, Customer Portfolio Transformation, DSW's slides from the MIT Enterprise Forum of Cambridge's event on October 13. 2016: The Intelligent Integrated Store
MIT Enterprise Forum of Cambridge Connected Things panel: IoT in Motion
Today things are in constant motion, creating the need to track and trace, not only an items location, but to understand the entire journey- temperature, pressure, humidity. Today pallets, cases, cartons and boxes are all being tagged joining the world of IOT enabled devices. Billions of dollars are wasted on lost items, spoiled food and improperly handled pharmaceuticals, but by deploying IoT related solutions provides each of these items with a “voice” to capture and play back their journey.
The end game is to create an IoT network with a clear vision from beginning to the end is enabled, effectively creating the concept of a “glass pipeline” where visibility and data is available throughout an items journey.
Speakers
Barb Johnston, Manager Operational Programs, Air Canada
Mike Nicometo, CEO, Cargo Aware LLC
Eric Wood, Vice President Product Management, Printed Electronics, RR Donnelley
Thomas Zurick, Director, Unisys Corporation
Moderator
David Eagleson, VP of Worldwide Sale & Strategic Accounts Brightvolt/ Former Board Member RFID Global Solutions
Acquedotto Del Fiora Social Media StrategyFlavia Zunino
Social Media Strategy dell'Acquedotto Del Fiora realizzata per l'esame finale del corso "Internet Studies - Laboratorio di social media management" tenuto dal professor Alberto Marinelli.
If you’re seeking to hire high-demand, passive candidates, you already know it’s no easy feat. Luckily for you, Lou Adler shares insights from his latest white paper and giving you the knowledge you need to approach and recruit high-demand professionals.
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Learn about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Follow the LinkedIn company page: http://linkd.in/1f39JyH
Tweet with us: http://bit.ly/HireOnLinkedIn
Sooner or later you’ll find your-self leading a team where one.docxrosemariebrayshaw
Sooner or later you’ll find your-self leading a team where one
or more of your people work
remotely. You can turn this situa-
tion into an advantage by leverag-
ing diverse backgrounds and
highly motivated employees. To do
this, you’ll need to avoid the possi-
ble communication and effective-
ness pitfalls and make sure you’re
making use of all the means at
your disposal to operate effectively
from a distance. Interestingly
enough, my experiences in P&G as
both a remote manager and a
remote employee have made me a
more disciplined manager.
Various situations, be it with
remote teams who work from
their homes or international
employees in different time zones,
bring unique characteristics to
which you’ll need to adjust your
management style. That said, the
basics for any manager remain the
same—you just have to do them
better. Do them well, and you’ll
have a highly energized and driven
work team. The consequences of
not doing so are twice as disas-
trous with remote teams.
What You Can Do
Let me share some of my favorite
must-do items for any remote
leader.
1. Energize your team with a
vision. To win as a team and as an
organization, it’s critical to involve
your remote group in the creation
and deployment of a common
vision. Ask yourself what your
most important breakthrough will
be, and set this as the direction
that propels your people and your
action plan. If it isn’t possible to do
this face to face, take time to have a
brainstorming forum, group chats,
and calls with video where you
come to a clear, meaningful state-
ment of the accomplishment your
team will be known for.
2. Engage them with a robust
action plan. This is probably one
of the most critical aspects of
remote leadership. Each team
member needs to feel engaged and
have a clear understanding about
what will be requested from them
or their teams, how it will be mea-
sured, and when you will expect it.
To do this well is to set a solid
foundation and clear the way for
what will come. Draft an action
plan with a clear link to your
vision, and engage each team
member individually with the
objectives assigned to them. Align
on the way updates will be pre-
sented and on key milestones.
Give examples of the way you like
updates to be presented and the
data you expect to see in them.
3. Be in touch with your team.
You need to be disciplined about
having periodic touchpoints in
order to stay connected. Watch out
for overly independent employees
who think they don’t need direc-
tion and allow the distance to
grow. It’s important to align prior-
ities, review action-plan progress,
and talk about career develop-
ment. It also doesn’t hurt to build
a personal relationship that fosters
trust and open communication.
Though there are various con-
straints, mostly financial, make
sure to schedule face-to-face time
as much as possible, and, again,
make use of the vast array of avail-
able videoconferencing te.
Building a Culture of Coaching In Your Sales OrganizationBrett Andersen
Whether you admit it or not, your Sales team forgets your training effort within hours. It's about the science of forgetting. Forgetting happens. But do you know what they do remember? The actions and behaviors that have become habit. They remember what they've unconsciously mastered because that's their zone - good or bad. To do this, your salespeople need a coach - someone who can make the right skills and behaviors second nature. It's time to build a strong culture of coaching excellence.
storEDGE Quick Tips: How to Protect Your Storage Facility from Summertime PestsAmy Daniels
No one likes pests in their storage unit. When pests get into your customers' units, the ultimate results will probably be upset customers and bad review for your storage facility.
So, what can you do to protect your facility from summertime pests? Let's find out.
ROBERT MARIA - Enterpreneurship cbse - 2 - Arise Roby
Education in India plays a major role for the students in Identifying and molding the different DNA hidden inside in each and every student.
DESIRE DREAM DESTINY
Beth Rick, Director, Customer Portfolio Transformation, DSW's slides from the MIT Enterprise Forum of Cambridge's event on October 13. 2016: The Intelligent Integrated Store
MIT Enterprise Forum of Cambridge Connected Things panel: IoT in Motion
Today things are in constant motion, creating the need to track and trace, not only an items location, but to understand the entire journey- temperature, pressure, humidity. Today pallets, cases, cartons and boxes are all being tagged joining the world of IOT enabled devices. Billions of dollars are wasted on lost items, spoiled food and improperly handled pharmaceuticals, but by deploying IoT related solutions provides each of these items with a “voice” to capture and play back their journey.
The end game is to create an IoT network with a clear vision from beginning to the end is enabled, effectively creating the concept of a “glass pipeline” where visibility and data is available throughout an items journey.
Speakers
Barb Johnston, Manager Operational Programs, Air Canada
Mike Nicometo, CEO, Cargo Aware LLC
Eric Wood, Vice President Product Management, Printed Electronics, RR Donnelley
Thomas Zurick, Director, Unisys Corporation
Moderator
David Eagleson, VP of Worldwide Sale & Strategic Accounts Brightvolt/ Former Board Member RFID Global Solutions
Acquedotto Del Fiora Social Media StrategyFlavia Zunino
Social Media Strategy dell'Acquedotto Del Fiora realizzata per l'esame finale del corso "Internet Studies - Laboratorio di social media management" tenuto dal professor Alberto Marinelli.
If you’re seeking to hire high-demand, passive candidates, you already know it’s no easy feat. Luckily for you, Lou Adler shares insights from his latest white paper and giving you the knowledge you need to approach and recruit high-demand professionals.
Subscribe to the LinkedIn Talent Blog: http://linkd.in/18yp4Cg
Learn about LinkedIn Talent Solutions: http://linkd.in/1bgERGj
Follow the LinkedIn company page: http://linkd.in/1f39JyH
Tweet with us: http://bit.ly/HireOnLinkedIn
Sooner or later you’ll find your-self leading a team where one.docxrosemariebrayshaw
Sooner or later you’ll find your-self leading a team where one
or more of your people work
remotely. You can turn this situa-
tion into an advantage by leverag-
ing diverse backgrounds and
highly motivated employees. To do
this, you’ll need to avoid the possi-
ble communication and effective-
ness pitfalls and make sure you’re
making use of all the means at
your disposal to operate effectively
from a distance. Interestingly
enough, my experiences in P&G as
both a remote manager and a
remote employee have made me a
more disciplined manager.
Various situations, be it with
remote teams who work from
their homes or international
employees in different time zones,
bring unique characteristics to
which you’ll need to adjust your
management style. That said, the
basics for any manager remain the
same—you just have to do them
better. Do them well, and you’ll
have a highly energized and driven
work team. The consequences of
not doing so are twice as disas-
trous with remote teams.
What You Can Do
Let me share some of my favorite
must-do items for any remote
leader.
1. Energize your team with a
vision. To win as a team and as an
organization, it’s critical to involve
your remote group in the creation
and deployment of a common
vision. Ask yourself what your
most important breakthrough will
be, and set this as the direction
that propels your people and your
action plan. If it isn’t possible to do
this face to face, take time to have a
brainstorming forum, group chats,
and calls with video where you
come to a clear, meaningful state-
ment of the accomplishment your
team will be known for.
2. Engage them with a robust
action plan. This is probably one
of the most critical aspects of
remote leadership. Each team
member needs to feel engaged and
have a clear understanding about
what will be requested from them
or their teams, how it will be mea-
sured, and when you will expect it.
To do this well is to set a solid
foundation and clear the way for
what will come. Draft an action
plan with a clear link to your
vision, and engage each team
member individually with the
objectives assigned to them. Align
on the way updates will be pre-
sented and on key milestones.
Give examples of the way you like
updates to be presented and the
data you expect to see in them.
3. Be in touch with your team.
You need to be disciplined about
having periodic touchpoints in
order to stay connected. Watch out
for overly independent employees
who think they don’t need direc-
tion and allow the distance to
grow. It’s important to align prior-
ities, review action-plan progress,
and talk about career develop-
ment. It also doesn’t hurt to build
a personal relationship that fosters
trust and open communication.
Though there are various con-
straints, mostly financial, make
sure to schedule face-to-face time
as much as possible, and, again,
make use of the vast array of avail-
able videoconferencing te.
Building a Culture of Coaching In Your Sales OrganizationBrett Andersen
Whether you admit it or not, your Sales team forgets your training effort within hours. It's about the science of forgetting. Forgetting happens. But do you know what they do remember? The actions and behaviors that have become habit. They remember what they've unconsciously mastered because that's their zone - good or bad. To do this, your salespeople need a coach - someone who can make the right skills and behaviors second nature. It's time to build a strong culture of coaching excellence.
Webinar developing successful_managers_leadersProfiles Asia
Did you know that you are giving an average of 38% of the assets of your company to every manager and leader you place in your organization ? By giving them insights into their own strengths and surfacing self improvement opportunities, you equip them to increase their employee engagement and achieve higher standard of productivity
Fuel your career by delivering great business results! These 4 practices can help you accelerate results and your career, whether you're a new manager or a seasoned leader. Step 1: don't confuse productivity with velocity.
4 Ways to Increase Your Career VelocityDeidre Paknad
Fuel your career by delivering great business results! These 4 practices can help you accelerate results and your career, whether you're a new manager or a seasoned leader. Step 1: don't confuse productivity with velocity.
Job Competency Development for Clerical & Administrative StaffsHj Mohamad Idrakisyah
Learn about current role and challenges of administrative staffs, overcoming your attitudes, systematic and productive time management, increasing your service quality through telephone techniques, managing office files and records, writing officials letters and emails professionally, the skills of creating good team work and planning your future
A successful sales team might have a strong bond, achieve the required business and smash their KPI targets, month in, month out. They are confident in what they do, where to go and who to speak with to ensure that they achieve sales.
Is this a finely tuned team that do 'enough' so that everyone's happy, or is this a team that is held back on becoming truly great?
eLearning for Sales Success: Fulfilling Today's (Changing) eLearning NeedsEve Lyons-Berg
Watch the webinar on demand here: https://www.elearninglearning.com/frs/10087777/fulfilling-today-s--changing--elearning-needs
eLearning cannot be a “one size fits all” proposition. It’s not enough to post 1,000+ courses and leave training up to chance - even if your learners are already aware of their skill gaps, they’re not going to wade through hours and hours of content to find the one course that might help them. Fortunately, if you follow the advice in this webinar, they won’t have to.
Bryan Marriott, President of P1 Learning, will walk through the process of identifying learner needs, and then delivering training that specifically addresses those needs – in a short, effective, and entertaining manner.
This webinar will cover:
- Conducting a learner needs assessment
- The elements of effective and engaging eLearning
- Developing (or buying) training to fulfill learner needs
- Learning only works if they press play
Anti “Personal Brand”: The Damage & 35 Downsides of Building a Personal Brand...Sales Hacker
It seems everywhere you turn today, someone’s trumpeting that you ABSOLUTELY must build a personal brand.
That it’s your golden ticket to endless opportunities. Your quick-and-easy meal ticket to success. That you’d be absolutely crazy not to.
But in a land where everything has an opportunity cost, you have to ask: When can it hurt you?
What are the downsides of building a personal brand?
Live Email Tear Downs and How to Build Up Your Sales Org for the New Email Fu...Sales Hacker
This event will be an eye-opener for SDRs, prospecting AEs, and their managers.
You’ll SEE exactly how to improve your outreach. 👀
This isn’t just about tactics. Managers will want to pay attention too! We’re digging into what it takes to build an organization that excels in the inbox.
How to Put the “Person” in Personalization and Get 10+% Reply RatesSales Hacker
If your definition of personalization is still {Insert Name Here}, you’re in trouble.
Sending the same templated emails to prospects is going to land you right in the dreaded email trash folder alongside countless other unread and unanswered cold emails.
LeadIQ is on a mission to help you bring your cold email strategy out of the ice ages and into 2022.
Learn how to personalize to anyone with creative persona-based value props, specific and relatable subject lines, and clever transitions that will leave no email wasted.
2021's Hidden Sales Problem: This Playbook will 2-5X your PipelineSales Hacker
There’s a big sales problem hiding in plain sight and it’s sitting right at the top of your funnel. If it’s not corrected, your team will feel the negative effects throughout 2022.
We will be sharing a playbook on how to fix this lead chasing problem that slows down your sales team. This playbook will boost your pipeline, shorten your sales cycles, and book more sales meetings than ever before.
Your Global Sales Playbook: How to Take on International ExpansionSales Hacker
DocSA company can only be as big as its global ambitions.
International sales bring new markets, fresh revenue streams, unique talent, and a higher return on investment. But a methodical go-to-market plan is critical in ensuring that your organization is set up for success.
When appropriately composed, these strategies mitigate expansion risk and encourage efficient use of resources, timelines, and capital for global expansion. How can you avoid the most common international expansion mistakes?
Globalization Partners' Chief Revenue Officer, Diane Albano, joined us to share expert insight into building a global sales strategy that can dramatically improve the long-term outlook of your company.
A Repeatable Process for Crafting Perfectly Personalized EmailsSales Hacker
Writing a good personalized email is kind of like building out the perfect March Madness bracket, or selecting your own numbers for the next big lottery ticket. With email reply rates below 1% these days, the odds are incredibly stacked against you.
Check this deck to learn from Josh Braun and Ryan O’Hara how to create a repeatable process for creating personalized emails that will lead to double digit reply rates and more booked meetings.
How A 'One Team' Mindset Fuels Revenue Growth in 2021Sales Hacker
Macaroni and cheese. Bacon and eggs. Sales and marketing.
All of them should make the perfect team. But somewhere along the line, sales and marketing teams developed deep-rooted differences that need resolution. As organizations grow, this rift widens as the two teams act like two different organizations that plan, execute, and optimize two separate processes for the same buyer.
To develop a deeper understanding, we interviewed 1200+ global sales and marketing professionals - the largest-ever survey on sales and marketing alignment.
Learn from Stephen Pacinelli, Chief Marketing Officer at BombBomb and Brogan Taylor, Head of Enterprise Sales at Freshworks as they discuss the findings and share tactical ways to align the two in order to drive revenue and collaboration.
The Framework for B2B Sales Leaders to Develop a Customer Centric Business ModelSales Hacker
The way your customers buy has permanently changed. 80% of buyers say that the experience a company provides is as important as its products and services.
And with an overabundance of information available online, through countless channels, buyers are also armed with more information than ever before - sometimes more than your sales team.
The answer is a transition to deep customer-centricity, not just in theory, but in practice.
In this deck, Moxtra’s Head of Strategic Business Development, Nikhita Iyar discussed the steps B2B sales leaders need to take to shift to a more customer-centric approach, how to build a digital buyer experience that fuels revenue growth, and reaches and retains all potential customers.
Buyer Sentiment: How to use the Newest Data Source Available to B2B Sales TeamsSales Hacker
If your prospecting team is optimizing emails based on reply rate or open rate (yuck), this is for you.
Buyer sentiment data shows you how your prospect actually feels about what you said to them. In this deep-dive with real examples, we’ll explain how it’s different from buyer intent data and how frontline sales managers are using it to coach outbound sales teams to new heights.
In this session, we were joined by Kaitlen Kelly, Manager of Sales Development at Outreach, for an exclusive peek into the future of truly insights-driven prospecting!
3 Ways to Improve Your Inbound Process with AutomationSales Hacker
A successful inbound engine takes a whole lot of strategy and collaboration to pull off. The buyer experience and how quickly your reps get in front of your prospects is hugely influential on your close rates. This is something you may have experienced or are experiencing now — RevShoppe and their clients have seen this first hand and successfully transformed organizations into automation machines.
The common challenges that RevShoppe clients were experiencing around the inbound motion prompted RevShoppe to dig deeper into how companies are engaging their inbound prospects. They worked with a data science team to understand patterns in the inbound process across 400+ SaaS companies today.
In this deck, Patricia McLaren, Co-founder and CEO at RevShoppe, showed us the most shocking findings from their inbound research and taught us the steps to create your own successful inbound engine and buyer experience.
Comprehensive Encyclopedia of Sales Plays Cheat SheetSales Hacker
“The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Comprehensive Encyclopedia of Sales PlaysSales Hacker
Since inception, the sales industry has historically had questions that have gone unanswered and substantial problems that have gone unsolved.
First, there’s the tactical ones: What makes the perfect cold call? How do I handle the objection “Send me an email”? What’s the perfect subject line? And when someone ghosts me, how do I re-engage with them in a way that gets the response I want?
And then there’s the bigger ones.. Why do my AEs fight with my SDRs on which meetings are TRULY qualified? Why does Marketing complain that Sales isn’t following up with their MQLs in a timely manner? Why does Sales complain that ALL of the marketing leads are “BS”? And what is the ONE playbook that will help my team drive predictable & repeatable pipeline, once and for all?
In this deck presensted by Becc Holland & Scott Barker for “The Comprehensive Encyclopedia of Sales Plays” to deliver an answer on the one overarching playbook — that can create predictable & repeatable pipeline for Sales teams of ALL sizes, SDR teams at ALL stages, and ALL based on data!
Defining sales enablement charter 2021Sales Hacker
What You'll Learn:
- Benchmark your enablement maturity for 2021 planning
- Solidify your current state and where you (enablement, sales, marketing) want to go
- Expand enablement’s impact across the entire go-to-market organization
How to Inspire, Grow, and Enable Your Teams (even in a Down Market!)Sales Hacker
What You'll Learn:
- How to build structures to move ambitious team members from SDR to AE and beyond
- How to help salespeople pivot into other roles in the org (Sales to Ops, Enablement, Leadership, or even Marketing!)
- How to inspire and retain talent that will carry your company forward (down market, or not)
How to Book More Meetings w/ “Persona-Based” PersonalizationSales Hacker
Ever been told that personalization is THE key to masterful sales messaging & more booked meetings?
Well, you’ve been lied to! Salespeople have fetishized personalized messaging for over a decade when, in reality, relevance is king.
The even worse news? Because you’re competing for your prospect’s attention, it falls on your shoulders to stay ahead of the pack & remain relevant.
Luckily for us, TJ Macke is revealing his framework for creating sales messaging that prospects actually read & respond to, and it’s called “persona-based” personalization.
Workshop: Breaking Down a Real Outbound Prospecting SequenceSales Hacker
With 2020 hitting the market hard, many sales leaders are facing less staff & resources while still being expected to hit (or exceed) quota.
With our customers facing similar squeezes, tried and true outbound tactics are falling flat, leaving us all scrambling to find that extra gear in our outbound sequences….TODAY!
In this presentation, Jeff Swan, Chief Playmaker at RevUp Sales, will demonstrate how to think critically about your sales messaging & sequences, so you can find an extra gear and book more meetings, while your competitors continue to fall flat with outdated (or worse, irrelevant) sales plays.
The Link between Sales Happiness, Performance and TechnologySales Hacker
That sales culture trumps strategy is not new. But can the culture of a sales team be based on “happiness”? How do catch-phrases like “work hard, play hard” impact the culture of the sales team? And does a happy sales team even lead to great performance?
These are the questions we set out to answer when we commissioned Harvard Business Review (HBR) to study the impact of a happy sales culture on business outcomes, metrics such as sales productivity and performance. The results break some long-standing myths.
Learn from our panel discussion that uncovers these insights. It brings together leaders who have built high performing sales teams with happiness at the core of their sales culture.
The Secret Recipe to Show Extreme Value to Your New Buyer: The CFOSales Hacker
What You'll Learn:
- What CFOs really care about in today’s environment
- How to reposition your value-prop to “CFO-proof” your deals
- Tips & tricks to increase your impact with intentional, value-driven meetings
- How to use extreme preparation to “earn the right” to engage with your buyers
3 Techniques That Will Transform Your Deal ExecutionSales Hacker
What You'll Learn:
- Why winning influence is critical for closing revenue.
- How to build trust and credibility with team selling.
- The #1 signal that all winning deals have in common.
From Call to Close: Three Strategies to Uplevel Your Entire Sales ProcessSales Hacker
The world of sales has changed. Sales teams across the globe are grappling with longer payment terms, enhanced deal scrutiny, and stalled sales motions.
As a sales leader, how do you ensure your entire sales process is keeping up?
Learn from Dan Templatement, RVP of Sales at Chorus.ai, and Ryan Neu, Founder & CEO at Vendr, to learn three proven strategies to re-engage and level up your entire sales motion - from call to close.
3. THE TEAM – 1H13 – 1H14
Growth Multiples – YoY People In New Roles Today
2 7 3
2012 2013 2014
42.9%
7.3X
Opportunities
14.7X
14.6%
Average Tenure
9 4 5
2012 2013 2014
5X
24.6X
Meetings Emails Calls
4. 1 2
Hard to optimize 3 on the fly - trend or
consistency 4
issues. THE ISSUES
Explosive growth + success = hiring
pressures.
Need to replace top talent with even
better talent.
Young workforce – focus, resilience,
blip?
6. PHONE CALLS - YTD
Smile and Dial
1. Easy part of job is to pick up the phone – believe it or not!
2. Get them on the phone on first day.
3. Keep pace with rest of team.
4. Race to 3,000 phone calls.
5. Throw people into difficult situation to see how they respond.
6. Keep an eye on those flat-lines – more on those later.
7. MEETINGS - YTD
Meetings – get to launch point
1. Learning curve - launch point happens at different times.
2. Coaching is paramount – peer-to-peer and 1:1.
3. What’s working. What isn’t.
4. Get hands dirty when necessary. Almost always necessary.
5. Meetings are not enough! (More on that later).
8. OPPORTUNITIES - YTD
Most difficult to achieve but most important
1. How do we lower ramp time for each subsequent RDR?
2. How do we drive more quality into the pipe vs. tire kickers?
3. Make changes on the fly – but beware!
4. Takes full quarter to even ramp on this metric.
9. MOVE QUICKLY HIRING
Victim of Own Success
1. When desired output achieved finally they move on.
2. Back to square 1.
3. Slowdown = unacceptable.
4. When in doubt – hire ahead!
5. Attract top-level talent that can come in with reduced ramps.
6. My philosophy = treat candidates like prospects at quarter
end – close them quickly and don’t risk losing to competition.
7. Having a sales background obviously helps!
10. HOW TO REPLACE A-CALIBER TALENT (AGAIN + AGAIN)
2 Top performers are promoted – now what?
1. Don’t panic – it’s great for the company.
2. You have to move even quicker than before and keep bar high
for qualified talent.
3. Get a steady pipeline of talent – and act decisively – 60+
screens and 40+ RDR interviews for ~ 10 positions in 2014.
4. Close them in 1 day if possible. 1 week max.
5. Hire for attitude – coach for aptitude.
6. Take calculated risks– they ain’t all A’s + B’s on 1st day.
7. Hands on – maintain laser-like focus on execution and try to
get C’s to B’s and B’s to A’s.
11. TRENDS vs. BLIPS
Tale of 2 Cities
1. Rep 1 + Rep 2 both new in Q1.
2. Both fairly similar performance – on meetings and qualified.
3. Continue coaching Rep 1 to get even better.
4. Back to basics with Rep 2. Need complete overhaul of
approach, beginning with pitch.
5. Identify trends as they develop – change directions on the fly
(i.e. rep realignment).
1
MEETINGS
Rep 1 looks similar to Rep 2.
2
QUALIFIED
Or does he?
CLOSED 3 DEALS
Clear indication of development gap.
12. 1 2 GET USED TO IT KEEP BAR HIGH
Nobody said it was easy. But take calculated risks.
4
CONCLUSIONS
3
SPOT TRENDS EARLY
Monitor red flags closely and make
changes decisively.
BE OPEN TO SURPRISES
Young talent continues to impress
when given an opportunity.
Move quickly and
never stop recruiting.
Know that there will be more
changes if done right.
It’s a team effort and
keep an open mind.
Leverage the team to help
flatten bumps along the way.
13. APPENDIX: WHEN TO PUSH AND WHEN TO BACK OFF
$200,000
$180,000
$160,000
$140,000
$120,000
$100,000
$80,000
$60,000
$40,000
$20,000
$0
350
300
250
200
150
100
50
0
Meetings Qualified Opps Closed Revenue
New Rep Letdown Top performer
1. Q1 – No revenue impact. Some
meetings qualify.
2. Q2 – Some revenue impact despite
both meetings and qualified flatten
out.
3. Q3 – Higher revenue impact.
Meetings steepen to > Q1. Qualifieds
steepen to > Q2.
4. Don’t hit panic button too early.
5. When to push, when to allow them
to find their strengths.
6. Positive reinforcement.
7. Steady as she goes.