Webinar how to scale a dream sales team

transcript

HOW TO SCALE A DREAM SALES TEAM

#MTWEBINAR @mindtickle

We will be starting in a few moments.

Grace MasonHead of Sales

Betts Recruiting

Terry KelmanDirector of Sales

Enablement & TrainingSenStay Inc

Dhruv MarkandeyHead of Customer

SuccessMindTickle

Thanks for joining in!

Grace Mason

Head of Sales, Betts RecruitingGrace is the Head of Sales at Betts Recruiting, which is the leading recruitment firm specialising in revenue–generating talent. Grace manages all new business development and account management within the Bay Area. Her team partners with executives and hiring managers at high growth, innovative companies, including companies like GitHub, Mixpanel, FinancialForce, New Relic and ToutApp, to help them hiring the right people in a timely manner. Prior to Betts Recruiting, Grace worked at KPMG as an internal recruiter.

Meet the Speakers

Go-to firm to scale sales and marketing teams in the US and Europe

• Matches best-in-class, revenue-generating talent with innovative tech

companies in the bay Area

• Helps you hire a team of star performers that not only grows your business,

but also sustains your company's culture

• Uses consultive approach to find top talents for positions in sales leadership,

sales engineering, lead generation, customer success, account management,

marketing, and many more.

Dhruv Markandey

Head of Customer Success, MindTickleDhruv is the VP of Customer Success at MindTickle. He has helped numerous companies (which includes unicorns, like Nutanix, AppDynamics, and MongoDB) successfully leverage MindTickle's Sales Readiness Platform to scale their Sales Teams. Dhruv has worked with companies at various stages of Sales Enablement maturity and possess useful insights into opportunities and challenges unique to each stage.

Meet the Speakers

Easy to use sales readiness platform for inside sales, field sales, and partner

enablement

• Ramp new hires faster

• Drive consistent messaging with online role play exercises

• Ensure effective field communication with regular updatesTrusted as the strategic sales enablement partner by companies, like

AppDynamics, Nutanix, Cloudera, Qualtrics, Couchbase, and many more. To request a demo: visit MindTickle.com or email us at - info@mindtickle.com

Terry Kelman

Director of Sales Enablement & Training, SenStay IncTerry has over 15 years of sales training and enablement experience. He has helped improve performance of sales teams in some of the best known companies in the Silicon Valley, including VISA and PayPal, as well as rapid growth startups, such as Couchbase.

Meet the Speakers

Watch the webinar recording here

What We Will Be Talking About

Three key aspects of a winning growth strategy:

#1 How to attract and hire top reps in a competitive market

#2 Plan a goal oriented new hire onboarding program for quicker ramp time

#3 Streamlining processes at different stages of company's growth

We will be taking questions at the end of the speaker presentations.

Send in your questions via Twitter with #MTWebinar or mail them to

us at info@mindtickle.com.

Follow us on Twitter:

@MindTickle

@BettsRecruiting

HOW TO ATTRACT AND HIRE TOP REPS IN A COMPETITIVE MARKET

~ Grace Mason, Head of Sales, Betts Recruiting

Ask yourself:

• What are you doing to be competitive in hiring

today?

• How long does it typically take for you to hire

someone?

• What have your struggles been around hiring?

RIGHT OFF THE BAT

• Resume Review

• Digging Deeper

• Market Info

• Sell, Sell, Sell!

• Interview Process

• Questions

AGENDA

• Look for red flags

• Short stints, typos

• Metrics – think baseball card

• Progression, promotions, decision making skills

• Attention to detail

RESUME REVIEW - IT’S IN THE DETAILS

• Achieved 105% of FY2015 Quota

• “Rookie of the Quarter” Q4 2013

• President’s Club 2013, 2014, 2015

• Promoted from Corporate to Enterprise Sales

RESUME REVIEW - IDEAL SALES CANDIDATE PROFILE

• Negotiated and closed $100-500k deals with

Fortune 500 companies

• 500+ LinkedIn Connections

• D1 Varsity College Athlete

• College Work Experience/ Extracurricular

Activities

RESUME REVIEW - IDEAL SALES CANDIDATE PROFILE

• Back to the resume

• Phone presence

• Meet them in person

• Challenge them on their numbers

• Do the math (sales)

• Ask for examples (marketing)

• What did they W-2?

• Reference checks and back channels

DIGGING DEEPER

MARKET INFO - COMPENSATION

MARKET INFO - PAY COMPETITIVELY

• Have realistic expectations and know your budget

• When in doubt, ask the experts

• Know where you fall in the market

MARKET INFO - TIME TO HIRE

MARKET INFO - MOVE QUICKLY

Companies are hiring in as short as 1-2 weeks

Sales Development Representatives 1-2 weeks

Account Executives 2-3 weeks

SELL PEOPLE ON YOUR OPPORTUNITY

Set yourself apart

Get into the weeds

Get people to interview you

Clearly articulate why you joined your current company

What differentiates you?

It shows they’re thoughtful and have long term intentions

CLEARLY DEFINE YOUR IDEAL PROFILE

• Have a clearly defined profile for the role that everyone agrees on

• Know where you are willing to compromise – prioritise requirements and be flexible as

needed

• Qualify candidates out early

BE STRATEGIC WITH RECRUITING EFFORTS

• Implement an employee referral incentive program

• Network on your own and promote open roles

• Be selective on the number of recruiting firms you partner with

DEFINE THE INTERVIEW PROCESS

Typical Process

• 2-3 steps

1. Phone screen with hiring manager

2. Onsite with team (hiring manager, reps, CEO)

3. Presentation

• Mock calls, demos, 30-60-90 day plans

• Schedule the next step at the end of the interview

• Be selective, but move quickly!

DEFINE THE INTERVIEW PROCESS

Insider’s tip!

Hold Open Houses/Happy Hours

Have made more than 5 hires at a time from utilizing a Happy Hour

GETTING NEW REPS UP-TO-SPEED FASTER FORADDITIONAL REVENUE GENERATION~ Dhruv Markandey, Head of Customer Success, MindTickle

NEW HIRE ONBOARDING

How you can create 7%+ additional Revenue Generation Capacity with an effective onboarding plan

OPPORTUNITY

How you can create 7%+ additional Revenue Generation Capacity with an effective onboarding plan

Our sales reps make their 1st sale a week earlier and are fully ramped 40 days earlier

- Chuck Marcouiller, Director Sales Enablement at Avalara on their Onboarding Program Results

EFFORT & OUTCOME

▪ VP Sales & Sales Managers spend 33% of their time training sales reps

EFFORT

EFFORT & OUTCOME

▪ VP Sales & Sales Managers spend 33% of their time training sales reps

EFFORT

▪ Average ramp-up time is increasing since the past few years

▪ 25% of reps fall short of achieving their quota even after the average ramp time

OUTCOME

ESSENTIALS OF AN ONBOARDING PROGRAM

MUST▪ PERSONALIZED

Inside

Field Sales

MUST▪ Personalised

▪ SCALABLE

▪ Scalable

▪ STRUCTURED & MILESTONE BASED

▪ Scalable

▪ Structured & milestone based

▪ BLENDS KNOWLEDGE & ACTIVITIES

▪ Scalable

▪ Blends knowledge & activities

▪ CREATES RECALL & REINFORCEMENT

▪ Personalised

▪ Scalable

▪ Blends knowledge & activities

▪ Creates recall & reinforcement

▪ ALIGNS TO REAL WORLD SELLING

SHOULD▪ Cater to Sales rep’s natural

tendencies

▪ Be bi-directional

▪ Provide real-time progress analytics to managers

Drives predictable revenue growth

Perceived as a value add by reps

MUSTPersonalised Scalable

Structured & milestone based

Blends knowledge & activities

Creates recall & reinforcement

Aligns to real world selling

SHOULDCater to Salesrep’s natural

tendencies

Be bi-directional

Provide real-time progress analytics to managers

- Week 1- Week 2

MINDTICKLE'S SALES ENABLEMENT FRAMEWORK

Date of Joining

90 Days

Week 2Week 1- Week 1

Week 3Week 4Week 5Week 6

- Week 2

MINDTICKLE'S SALES ENABLEMENT FRAMEWORK

Date of Joining

FULLY RAMPED UP

60 Days

Post Boot camp Boot camp Pre Boot camp

STREAMLINING SALES PROCESSES FOR MAXIMUM REVENUE IMPACT AT SCALE

~ Terry Kelman, Director of Sales Enablement & Training, SenStay Inc

1. Newborn - Kernel of product, big idea, big potential market. No sales people.

2. Product - Something someone will buy. Figure out who. Sales begin to

anybody for any price. Free if Open Source DNA.

LIFECYCLE OF A STARTUP: SALES POV

3. Sales Acceleration –

• Looking for low hanging fruit: - Early Adopters buy to try, easy if Open Source - Surprise solution to an operational or IT problem

• Few sales people, steal competitors’ people or super stars in nearby industry

• Prospecting is by shotgun approach. Web leads from Marketing?

• Sales Process = Get inside an organisation, talk to enough people and you’ll

find a customer

• Sell features and functions (speeds, feeds, bits, bytes)

4. Revenue Explosion - Investors want rapid growth from rapid sales hiring. The Big Bet: Double the cost of sales and in a year the new sales people will

double revenue and more.

Big Problems –

• Sales person hiring model changes: Super Star to Mere Mortal

• Low hanging fruit is gone: FIND customers to MAKE customers

• Technical Buyer to Business Buyer: Speeds, feeds, bits and bytes to Financial Value

Big Solution - Responsibility of Training and Enablement: MAKE a new kind of

sales person

• Knows certain things

• Can behave in certain ways

• Sells value first and product second

• Calls on business decision makers

• Starts building funnel and closing deals quickly (3 – 6 months)

HOW A SALES PERSON HAS TO BEHAVE (MOST IMPORTANT)

What does “Sell Value” mean?

• Sell = Tell the customer you can help improve his business.

• Value = Explain the financial impact = Dollars added to revenue or subtracted from cost. Both make the bottom line grow

How do you do that?

SELL VALUE FIRST AND PRODUCT SECOND

CAUSE AND EFFECT: FROM PRODUCT TO DOLLARS

MANAGE COST

Mitigating risk to revenue from down time:

$16,000,000,000 revenue per year = $30,441 revenue per min 365 days * 24 hours * 60 min = 525,600 min/year

ENABLE REVENUE INCREASE

Enabling additional customers (1/10% increase) to use the website

$16,000,000,000 revenue per year X 0.001

$16,000,000

• When the customer asks, “How do you do that? How will you improve my business

operations? How does the database mitigate risk of outage?”

• Your answer takes you to PRODUCT

• When you PROVE the product works, you prove its financial value

• The benefits for pricing and negotiating are amazing!

Recap: When you hit Revenue Explosion, You have to MAKE Customers

To do that you need to MAKE sales people.

The Key Behavior of the sales person is to Sell Value First, Then Product!

THEN PRODUCT

Q & A Time

If we are unable to answer your questions here, we will

be putting up a blog post next Wednesday answering

them all.

You can even send in your questions via twitter with

#MTWebinar or mail them to us at info@mindtickle.com

Thank You