Taking the "Black Magic" out of Hiring Localization BDM’s

Adam BlauBlau Consulting

@blauconsult

Cost of a BDM hiring mistakeIf caught early and dismissed after six months

Salary of EUR 15.000Salary: EUR 2.500/month x 6 months = EUR 15.000

Lost opportunities of EUR 150.000Quota: yearly EUR 30k commission @ 5% =

Quota EUR 600.000/12 = E50k x 3 months

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Cost of a BDM hiring mistakeIf dismissed after one year – typically too late

Salary of EUR 30.000

Lost opportunities of EUR 300.000

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WHAT HAPPENED?

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Sales Underperformance: Causes

Mismatch of buyer & supplier needs

Poor understanding of

buying stepsLack of Process Lack of Training

Don’t have time or expertise in Sales – so I’ll hire a sales

professional

Qualities needed to overcome these challenges

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2) Hire a BDM to figure it out for you.

Options1) Go through the exercise of developing a strategic

business development framework.

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Lack of growth strategy

• No segmentation analysisYou’re not differentiating buyers with varying maturity models or needs.

• No target profileYou’re contacting companies in various industries

• No plan to defend against threats / to capitalize on opportunities

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SO, WHAT TO LOOK FOR IN A BDM?

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Insight #1 : ExpertiseQuestions to consider:

• Have they worked for a small company? • Did they grow business exponentially? • Do they have a management / business degree?• Do they know which attributes propelled their success

in a previous role and how to apply them going forward?

Look for a conscious understanding of what makes candidates successful in regards to the customers they

attract.

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Insight #2 : Understand the BuyerWhat is most critical?

• Lead Generation Skills• Managing Opportunities • Both?

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Typical customer opportunities & efforts to win business

• Sample Translation • Quote• RFP - Is Procurement Involved?• Vendor Questionnaire required?

Who completes the work to win business? • Production, Account Manager, Director or the BDM?

Insight #2 : Understand the Buyer

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Lead Generation, Opportunity Management … or both?

Insight #2 : Understand the Buyer

• Interview for demonstrated skills and strong work habits

• In practice, do they excel at both?

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Insight #3 : Accountability

• Establish ownership and responsibilities

• Set goals for the manager and BDM

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Insight #3 : AccountabilitySet goals for the first 30, 60, 90 days

• Define expectations• Establish reporting

guidelines• Meet regularly

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Insight #4 : Thirst for knowledge• Who are their favorite sales authors? • Have they ever:

• Taught themselves a trade or skillset• Achieved mastery in a specific domain

of expertise?

• Do they appreciate evolving development, ongoing learning on the job and in life?

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Insight #5 : Align correctly

• Does their experience align with your company?

• Are they accustomed to high travel budgets and large expense accounts?

• Do they expect heavy marketing support?

Questions to consider:

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SummaryOvercome lack of market segmentation

Hire a BDM who knows which market segments are best for your business.

Lack of sales or management experience? Be sure they love to learn and can apply new

techniques quickly.

Examine the clients you want to win Determine steps to guide the new BDM

Before signing, establish goals and expectations Accountability to avoid future revenue loss

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Questions & Answers

ADAM BLAU

adam@blauconsult.com

@adam_blau

blauconsult.com

Facebook.com/blauconsult

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