This is a high level on things to think about when growing your b2b sales team. It will be especially helpful for startup companies. The agenda includes: What type of Sales Rep Sales Targets Compensation Recruiting Interview Sales Tools Onboarding Communications Plan Personal Development Keeping them

1. @markeelliott @itbeginswithif
Growing Your Sales Team
Mark Elliott
Co-Founder
Venture Accelerator Partners
October 14, 2015

2. @markeelliott @itbeginswithif
Agenda
• What type of Sales Rep
• Sales Targets
• Compensation
• Recruiting
• Interview
• Sales Tools
• Onboarding
• Communications Plan
• Personal Development
• Keeping them
@markeelliott @itbeginswithif

3. @markeelliott @itbeginswithif
Background
• Mark Elliott, Co-Founder Venture Accelerator
Partners
• Provides Part-time sales and marketing
• 9 Years since the start of VA Partners
• 10 Years at Fortune 500 Technology Company
• Champion of Sales P2P at Innovation Factory
• At VA Partners
– Worked with over 70 Companies
– Helped book hundreds of meetings
– Drove millions of web page views
– Customers have realized millions in revenue

4. @markeelliott @itbeginswithif
Type of Sales Person
• Inside vs
Outbound
• Local vs Remote
• Channel
• Inbound Lead
Generation

5. @markeelliott @itbeginswithif
Factors to Consider
• How do customers buy?
• How complex is the sales
cycle?
• Customer Lifetime Value
• Resources available
– Time
– Money

6. @markeelliott @itbeginswithif
Sales Targets
• What organization?
– Geography
– Vertical
– Size
– List
• Contact within company
– One or Many

7. @markeelliott @itbeginswithif
Compensation
• Salary
• Variable
– Revenue
– Margin
– Activities
• What is the right split?
– 50% to 70% Salary, the rest
variable

8. @markeelliott @itbeginswithif
Recruiting
• Always be recruiting
• Networking
• Local schools
• Use Social Media
• Recruiters

9. @markeelliott @itbeginswithif
Candidate Evaluation
• Have the tailored their cover letter
• What does their Linkedin look like
• Do they use other digital
platforms?
• Do the jump around a lot
• Do they quantify results?
• If candidates are junior
– Customer service
– Achievements in school

10. @markeelliott @itbeginswithif
Interview
• Create questions based on the
job
• Ask for specifics
• Situational Questions: Tell me
about
– biggest win
– most challenging customer
– your CRM use
• Ask about process
• Be creative with junior hires

11. @markeelliott @itbeginswithif
Sales Tools
• CRM
• Path to Sales Success
• Social Tools
• Scripts
– Email
– Calling with objections

12. @markeelliott @itbeginswithif
Onboarding
• Have the week scheduled
• Admin and tools ready for day 1
• Solution review
– Focus on benefits and Value
prop
• Break apart the sales cycle
– Start with simpler tasks
• Practice
• Make yourself available
• Ongoing training and education

13. @markeelliott @itbeginswithif
Communications Plan
• Management by walking
around
• Team meetings
• Joint calls or meetings
– Coaching opportunity
• Individual meetings

14. @markeelliott @itbeginswithif
Individual Meetings
• Funnel Review with CRM
– What was expected
– What is expected
– What has changed
– Updates on larger
opportunities
– Be accountable
• Other administrative tasks
• Personal Development

15. @markeelliott @itbeginswithif
Personal Development
• Identify a few areas for
improvements
– From Rep
– Observed
– Something new
• Create a plan
– Could include training
– Practice
– Sales leader involved
• Does not need to be expensive

16. @markeelliott @itbeginswithif
How do you keep them?
• What do they want to do medium term?
• Are they being successful?
• Is there a path for them?
• Are you supporting them?
• Are they happy?
• It’s not about you, it’s about them, unless it is about you.

17. @markeelliott @itbeginswithif
Sales Resources
@marsdd@vapartners
@AA_ISP @itbeginswithif @Profit_Magazine
@salesplaybookli