Downloaded 10 times
Uploaded byVenture Accelerator Partners
Growing your B2B Sales Team
The document outlines strategies for building and managing a sales team, including key aspects such as types of sales representatives, compensation structures, recruiting methods, and interview techniques. It emphasizes the importance of sales targets, onboarding processes, and personal development for team members. Additionally, it suggests ongoing evaluation and communication plans to enhance team performance and individual accountability.
More Related Content
Similar to Growing your B2B Sales Team
Growing your B2B Sales Team
- 1. @markeelliott @itbeginswithif Growing YourSales Team Mark Elliott Co-Founder Venture Accelerator Partners
- 2. @markeelliott @itbeginswithif Agenda • Whattype of Sales Rep • Sales Targets • Compensation • Recruiting • Interview • Sales Tools • Onboarding • Communications Plan • Personal Development @markeelliott @itbeginswithif
- 3. @markeelliott @itbeginswithif Background • MarkElliott, Co-Founder Venture Accelerator Partners • Provides Part-time sales and marketing • 8 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 ofSales Person • Inside vs Outbound • Local vs Remote • Channel • Inbound Lead Generation
- 5. @markeelliott @itbeginswithif Factors toConsider • 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 • Alwaysbe 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 • Createquestions based on the job • Ask for specifics • Situational Questions: Tell me about – biggest win – most challenging customer – your CRM use • Ask about process • Be more 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 • Havethe week scheduled • Admin is ready for day 1 • Tools are set-up • Solution review – Focus on benefits and Value prop • Break apart the sales cycle – Start with simpler tasks • Practice • Make yourself available
- 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.