Motivating Growing Sales Teams
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Transcript of Motivating Growing Sales Teams
NetSuite: World’s #1 Cloud 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.
1. Accelerating lead generation for the sales organization
2. Hiring and retaining great talent
I am responsible for two things
Career Paths
BDR(inbound)
BDR(outbound)
12 mos
Hired
18 mos
Associate Channel Manager
Associate Solution
Consultant
Account Manager
Direct Sales
BDR Organization – Now (18 months later)
Director
Recruiter Ops
East
NYC
Boston
Interns
West
Denver
Chicago
Austin
London Australia
Me
80 BDRs & 5
interns
Mindset
Develop
mentMaterial
1. Get to know 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
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
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
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
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
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
Mindset
Develop
mentMaterial
1. Get to know 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