Concrete advice for your sales development leadership team. Building out a sales team is full of perils and pitfalls. How you structure and run your team can either set you up for success or make it impossible to grow. Datanyze co-founder, Ben Sardella, is teaming up with PersistIQ CEO, Pouyan Salehi and The Bridge Group President, Trish Bertuzzi, to provide the ultimate sales development leadership webinar! Plus - get a sneak peek into The Bridge Group's 2016 SDR Metrics & Compensation Report. Learn how to: -Choose the right leader for your sales team. -Boost your "middle" - the 60% of reps that are barely hitting quota each month. -Build out the perfect compensation structure to motivate your team. Enjoy! ----------- This presentation was brought to you by PersistIQ Our software empowers sales reps to easily create personalized outbound campaigns at scale. Move faster and sell smarter than ever before. Try PersistIQ for free at www.PersistIQ.com

1. #SalesDevGuide#SalesLeadership

2. Hiring for Sales Development
#SalesDevGuide#SalesLeadership
How to build a Sales Development team
Pouyan Salehi
CEO & Cofounder, PersistIQ

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1. What is Sales Development?
2. How is it changing?
3. How do you hire for it?
4. Profile of a successful sales rep
5. 4 steps to hiring the right sales rep
#SalesDevGuide#SalesLeadership
What we’ll cover

4. Generate Qualified Pipeline $$$
Process: Inbound vs. Outbound
Structure: Centralized vs. Decentralized
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#SalesDevGuide#SalesLeadership
What is Sales Development

5. New technology is impacting how sales development reps
and teams operate.
1. The new metrics that matter
2. The new team structures
3. What this means for being successful
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#SalesDevGuide#SalesLeadership
How Sales Development is Changing

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#SalesDevGuide#SalesLeadership

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#SalesDevGuide#SalesLeadership
1. The New Metrics that Matter
Today
● Email template open
rates
● Raw activity numbers
New
● Response rates (positive,
negative, neutral)
● Type and Quality of
activities
● Number of touchpoints
● Order of touchpoints

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#SalesDevGuide#SalesLeadership
2. Different Team Structures
Centralized
● Outbound feels like
inbound for the reps
● Better for high-volume /
transactional
De-Centralized
● Empowers reps to
operate (within limits)
● Better for target account
selling

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#SalesDevGuide#SalesLeadership
Having the right team!
Since activity execution is solved, the focus changes to
strategy and personalization.
3. What this Means for Success

10. Research + Communication + Empathy
Profile:
● Curious
● Intelligent / Astute
● Desire to win
● Resilient and Coachable
● Creative (de-centralized)
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The New Skillset for Sales Reps

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#SalesDevGuide#SalesLeadership
4 Steps for Hiring the Right Rep
1. Clearly Identify Your Needs for the Role
a. Team Structure / Candidate Profile
2. Create a Compelling Job Description
3. Data-Driven and Consistent Approach
4. Act Quickly and Decisively

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#SalesDevGuide#SalesLeadership
(The Bridge Group, 2016)

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The Interview Process
Step 1: 15 min. phone screen
Step 2: Sales Development Exercise (take-home)
Step 3: In-person and Mock Qualifying Call
Step 4: Meet the team (culture fit)

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#SalesDevGuide#SalesLeadership
Sales Exercise
Looking for...
● Follow instructions
● Attention to detail
● Research
● Communication
● Feedback

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#SalesDevGuide#SalesLeadership
Sales Exercise
If you would like to see a copy of
our sales exercise, visit:
bit.ly/PIQ-exercise

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#SalesDevGuide#SalesLeadership
We’re Here to Help!
pouyan@persistiq.com
@psalehi
PersistIQ Sales Exercise
Sales Technology
The future of Sales Development

17. Managing Different Levels
#SalesDevGuide#SalesLeadership
Move the Middle, Support the Top
& Salvage the Bottom
Ben Sardella
Co-founder & CRO
@datanyze

18. 3 Types of Reps
● Roof
○ 20% of sales team who
consistently exceed quota
● Middle
○ 60% who hit or are just shy
of quota each month
● Basement
○ Bottom 20% who are
struggling each and every
month
#SalesDevGuide#SalesLeadership

19. 3 Types of Reps
● Roof
○ 20% of sales team who
consistently exceed quota
● Middle
○ 60% who hit or are just shy
of quota each month
● Basement
○ Bottom 20% who are
struggling each and every
month
#SalesDevGuide#SalesLeadership

20. 3 Types of Reps
● Roof
○ 20% of sales team who
consistently exceed quota
● Middle
○ 60% who hit or are just shy
of quota each month
● Basement
○ Bottom 20% who are
struggling each and every
month
#SalesDevGuide#SalesLeadership

21. Why aren’t they progressing?
#SalesDevGuide#SalesLeadership
Top RepsMiddle Reps

22. Moving the middle
● Focus on what matters
○ Don’t just be “busy”
○ Don’t get caught in endless admin work
○ Understand your reps are having trouble “getting
it” and they know there’s a problem
#SalesDevGuide#SalesLeadership

23. Moving the middle
● Provide Guidance
○ Dive into activity metrics during 1-on-1
meetings
○ Compare those to time spent on admin
work
○ Make necessary adjustments
○ Analyze data and use dashboards to
visualize the insights
#SalesDevGuide#SalesLeadership

24. Coaching is crucial
#SalesDevGuide#SalesLeadership

25. Coaching is crucial
#SalesDevGuide#SalesLeadership
“If there was no coaching or reinforcement
activity following training, there was a drop-
off of 87% of the knowledge acquired. That’s
a waste of 87 cents on every dollar spent on
formal development efforts.”
-Neil Rackham, author of Spin Selling

26. Coaching is crucial
● Ask, listen & identify the problem
○ Insufficient # cold calls/emails
○ Lack of trust built during sales call
○ Product-focused sales call
○ Price-focused sales call
○ Not asking enough questions
○ Not asking relevant questions
○ Personal issues at home
#SalesDevGuide#SalesLeadership

27. Make it a game
● Competition/Gamification
○ Digital leaderboards
○ Spiffs
○ Caution: may be seen as public shaming
○ Check out these solutions:
#SalesDevGuide#SalesLeadership

28. Salvage the Bottom
#SalesDevGuide#SalesLeadership
Clearly communicate
goals

29. Salvage the Bottom
#SalesDevGuide#SalesLeadership
Clearly communicate
goals
Examine Rep’s
Individual Activity

30. Salvage the Bottom
#SalesDevGuide#SalesLeadership
Clearly communicate
goals
Examine Rep’s
Individual Activity
Honesty, Transparency
& Positivity

31. Salvage the Bottom
#SalesDevGuide#SalesLeadership
Clearly communicate
goals
Examine Rep’s
Individual Activity
Honesty, Transparency
& Positivity
Upward
Movement
Part Ways

32. Support the top
● Challenge them
○ Path to more responsibility
○ Assign important verticals
○ Keep it interesting
#SalesDevGuide#SalesLeadership

33. Support the top
● Have their backs
#SalesDevGuide#SalesLeadership
Source: Salesforce

34. Support the top
● Let them know they’re appreciated
○ Public recognition fills void money can’t
○ GIve awards and acknowledge them in front of peers
#SalesDevGuide#SalesLeadership

35. Support the top
#SalesDevGuide#SalesLeadership

36. Compensation & Quota
#SalesDevGuide#SalesLeadership
2016 SDR Metrics & Compensation
Report
Trish Bertuzzi
Pres. & Chief Strategist
@bridgegroupinc

37. Base & OTE are Flat, Again
#SalesDevGuide#SalesLeadership

38. Base & OTE are Flat, Again
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39. Incentive Pay Variation
#SalesDevGuide#SalesLeadership

40. Monthly Quotas are Up
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41. Roughly 2/3 of SDRs Hit Quota
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42. Roughly 2/3 of SDRs Hit Quota
#SalesDevGuide#SalesLeadership

43. SDR Pipeline Contribution is Flat
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44. SDR Pipeline Contribution is Flat
#SalesLeadership

45. Check out the new
PersistIQ and Datanyze Podcast
#SalesLeadership
Hosts:
Brandon Redlinger,
Growth at PersistIQ
Ben Sardella,
CRO & Cofounder at Datanyze
SalesFloorStories.com

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Questions?