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Motivating Growing Sales Teams
Garret Moniz, Senior Manager of Business Development at NetSuite, gave a presentation about motivating growing sales teams. He discussed NetSuite's background and growth as the #1 cloud ERP, his role in accelerating lead generation and hiring talent for the sales team. When Garret started, there were 22 BDRs but now there are 80 BDRs and 5 interns. He is passionate about motivation and discussed developing motivation by understanding individuals, using a variety of motivation types including material rewards and focusing on mindset, mastery and purpose. Garret took questions at the end.
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Motivating Growing Sales Teams
- 1. Garret Moniz Senior Manager,Business Development Motivating growing sales teams
- 2. Agenda 1. NetSuite introduction 2.Growth of the BDR program 3. My passion: Motivation 4. Q&A
- 3. NetSuite: World’s #1Cloud ERP Background • Publicly traded on NYSE: “N” • 3500+ employees • $509M revenue in FY14 Performance • Used by 20,000+ organizations • Fastest growing top 10 FMS WW • Used across 150+ countries #1 Cloud ERP Suite • VISION: NetSuite transforms how businesses operate so they can achieve their business vision. • MISSION: NetSuite provides companies around the globe, cloud-based, unified systems that deliver unprecedented capabilities to drive their business.
- 4. 1. Accelerating leadgeneration for the sales organization 2. Hiring and retaining great talent I am responsible for two things
- 5. Career Paths BDR (inbound) BDR (outbound) 12 mos Hired 18mos Associate Channel Manager Associate Solution Consultant Account Manager Direct Sales
- 6. BDR Organization –When I started Director Recruiter Boston Denver Me 22 BDRs total
- 7. BDR Organization –Now (18 months later) Director Recruiter Ops East NYC Boston Interns West Denver Chicago Austin London Australia Me 80 BDRs & 5 interns
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- 9. Mindset Develop ment Material 1. Get toknow your team 2. Figure out (or ask) what motivates them 3. Provide a mix of motivation types 4. Keep a variety of individual vs team *What motivates us as managers won’t be the same things that motivate our team Motivation planning
- 10. Motivation by material •Feed the need for short term gratification - Focus on what needs to change now • Keep everyone engaged for the entire contest - Team focused or random winner • Secret motivators work great as well • Can be more than gift cards and cash - Time off, events, rent – a – manager, lunch club
- 11. Motivation by mindset •Set high expectations early and often • Autonomy, Mastery, Purpose - Let your team OWN their motivation - Themes and call blocks - Show them you have fun • Recognition vs Discipline
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- 13. Motivation by mindset •Set high expectations early and often • Autonomy, Mastery, Purpose - Let your team OWN their motivation - Themes and call blocks - Show them you have fun • Recognition vs Discipline
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- 15. Motivation by mindset •Set high expectations early and often • Autonomy, Mastery, Purpose - Let your team OWN their motivation - Themes and call blocks - Show them you have fun • Recognition vs Discipline
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- 17. Motivation by development •Show them you’ll invest • Let them see progression • If you can’t pay for progression, make it up - Inbound phone line watch commander - Team lead • Call coaching - Have a process - Publish schedule to team
- 18. Mindset Develop ment Material 1. Get toknow your team 2. Figure out (or ask) what motivates them 3. Provide a mix of motivation types 4. Keep a variety of individual vs team *What motivates us as managers won’t be the same things that motivate our team Motivation planning
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