Growing your B2B Sales Team
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Transcript of Growing your B2B Sales Team
@markeelliott @itbeginswithif
Growing Your Sales Team
Mark ElliottCo-Founder
Venture Accelerator Partners
@markeelliott @itbeginswithif
Agenda• What type of Sales Rep• Sales Targets• Compensation• Recruiting• Interview• Sales Tools• Onboarding• Communications Plan• Personal Development
@markeelliott @itbeginswithif
@markeelliott @itbeginswithif
Background
• Mark Elliott, 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
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Type of Sales Person
• Inside vs Outbound• Local vs Remote • Channel• Inbound Lead Generation
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Factors to Consider
• How do customers buy?• How complex is the sales
cycle?• Customer Lifetime Value• Resources available
– Time – Money
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Sales Targets
• What organization?– Geography– Vertical– Size– List
• Contact within company– One or Many
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Compensation• Salary• Variable
– Revenue– Margin– Activities
• What is the right split?– 50% to 70% Salary, the rest
variable
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Recruiting
• Always be recruiting• Networking• Local schools• Use Social Media• Recruiters
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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
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Interview• Create questions 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
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Sales Tools
• CRM• Path to Sales Success• Social Tools• Scripts
– Email– Calling with objections
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Onboarding• Have the 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
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Communications Plan
• Management by walking around
• Team meetings• Joint calls or meetings
– Coaching opportunity• Individual meetings
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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
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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