building and managing your b2b sales team
TRANSCRIPT
Building/Managing Your Team
Brok Vandersteen
Hiring 600 by 2017
Building Your Team
• The core is key • Leverage your network • What experience to look for • 1st = 2-5 yrs experience (player coach) • 2-30 = 1-2 yrs experience (mentors) • 30+ = 0-1 yrs experience (more green)
• Put them to the test • Have them meet the team • Cut through the bullshit • Culture is everything
Criteria for Sales Reps
• The “would I get a beer with you?” test • Personality = Culture • GRIT • What is something you learned to do that was difficult?
• Passion • What do you love to do and why?
• Humble confidence • What makes you great at sales?
• Healthy Competition • Tell me about a time you lost. • They want to win but rally for their teammates
Empower Your Team
• “I’m invested in your success” • Give them the rope
• Don’t micromanage – build trust through teaching moments
• You can work hard AND have fun
• Emotional support – help manage ups and downs
KPI’s
• Measure effort – show them the path • Call #’s (Call Time) • 60-80
• Completed Activities (demo’s, meetings, visits, etc.) • 15-20
• Overlap with results • Sales #’s • Call to close/activity to close ratio
Pipeline Management
• Clearly define sales stages • Initial stage – reaching decision maker, deciding if product is a fit • Middle stage – overcoming objections, answering questions • Final stage – bringing to a close
• Spend more time on new business than following up/chasing
• Use data for visibility • Use dashboard in CRM • Help avoid tunnel vision
Thank You