Sales Hacker Conference Boston - Mike McGuinness - What Sales Teams Must Focus On
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This document discusses tips for scaling a sales organization. It recommends simplifying processes and focusing sales efforts on the top 10% of geographies that generate 50% of revenue. It also stresses the importance of developing sales talent through training and career growth opportunities to attract high-performing reps. Metrics like revenue and reps per manager should be monitored as "canaries" or early indicators of issues that could impact the ability to scale.
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Sales Hacker Conference Boston - Mike McGuinness - What Sales Teams Must Focus On
- 1. Tipping the Scale Mike McGuinness SVP Global Sales Smartbear Software Beverly, MA (soon to be Assembly Row: Somerville) www.mrmcgu.com 1
- 2. Qualifications Carried a bag for six years 1st Sales Rep at PTC – Grew with the company to SVP Sales – Presided over >$500m in sales growth in 3 years – Hired 500 reps in one year – Primarily field based enterprise reps SVP, Global Sales and Field Ops at Sophos – ~$200m to ~$400m in 4 years – ~180 reps to ~300 reps – Primarily inside sellers and channel – Hardest job I ever had Been part of startups that didn’t get to scale 2
- 3. But first a gift 3 Tipping the Scale – Mike McGuinness
- 5. Things we know 5 Tipping the Scale – Mike McGuinness
- 6. Tell ‘em what you’re gonna tell ‘em Sales and the Second Lieutenant More about cost than revenue Simplify, Simplify, Simplify 90/10 Geographies Canaries & Ratios Not just a sales discussion 6
- 7. The Second Lieutenant 7 Tipping the Scale – Mike McGuinness
- 8. Moneyball 8 Tipping the Scale
- 9. What’s your farm system? 9 Tipping the Scale – Mike McGuinness
- 10. A BDR program is not a Farm System 10 Tipping the Scale – Mike McGuinness
- 11. Why do “A” developmental players want to join your team? 11 Tipping the Scale – Mike McGuinness
- 12. Personal and Career development 12 Tipping the Scale – Mike McGuinness
- 13. Win! 13 Tipping the Scale – Mike McGuinness
- 14. Make money 14 Tipping the Scale – Mike McGuinness
- 15. Invest in your sales program 15 Tipping the Scale – Mike McGuinness
- 16. Scale implies Cost Efficiency 16 Tipping the Scale – Mike McGuinness
- 17. Henry Ford had it right 17 Tipping the Scale – Mike McGuinness
- 18. Probably not practical but… 18 Tipping the Scale – Mike McGuinness
- 19. The worst mistake 19 Tipping the Scale – Mike McGuinness
- 20. In a young company your territory is either growing or shrinking… 20 Tipping the Scale – Mike McGuinness
- 21. …if it is growing, that’s bad news! 21 Tipping the Scale – Mike McGuinness
- 22. Scale requires simplicity 22 Tipping the Scale – Mike McGuinness
- 23. The world is a big place 23 Tipping the Scale – Mike McGuinness
- 24. The developed world is a big place 24 Tipping the Scale – Mike McGuinness
- 25. 90/10 rule to decide where to grow 25 Tipping the Scale – Mike McGuinness
- 26. Hire a French person in France 26 Tipping the Scale – Mike McGuinness
- 27. 50% of sales at maturity 27 Tipping the Scale – Mike McGuinness
- 28. Scale means global. But carefully. 28 Tipping the Scale – Mike McGuinness
- 29. Canaries & Ratios $$$ per Quota/Month Reps per Manager Reps per BDR Reps per SE Reps per CAM CAMs per Channel Mgr Reps per Sales Ops Commission Stack $$$ 29
- 30. Scale is not forever 30 Tipping the Scale – Mike McGuinness
- 31. Feed the Beast 31 Tipping the Scale – Mike McGuinness
- 32. Final Point: Scale is not just sales 32 Tipping the Scale – Mike McGuinness
- 33. Smartbear Software We help companies build Quality Software Easy to Try, Easy to Buy, Easy to Use Thousands of product trials per month >$50M and growing Mostly Inside Selling model Awesome location on the T starting January Building careers and hiring! 33
- 34. Mike McGuinness michael.mcguinness@smartbear.com www.mrmcgu.com @mrmcgu 34
Editor's Notes
- 25 minutes is not enough time to talk about scale. So I will touch on some tips.
- I have 25 minutes, this won’t be the Michener version. Let’s take as givens: in order to scale: - The product works - You have validated the market - You have proven a repeatable sales model
- These are the chapters
- Everything I say applies to sales reps and the first level manager
- You have to grow your own Even the Yankees and Red Sox must must have a farm system
- At PTC we had a lot of them: Xerox, ATT, NCR, HP, IBM Today it’s harder but not impossible
- It takes too long. It can be part of a farm system
- Notice 3rd
- By the way, you will fail to scale without it anyway. This is a double win. - It helps you attract and grow good people less expensively - It helps you implement your repeatable program your way
- You are building a company that will last a long time
- You can have any color you want as long as it’s black. The best way to scale is if everybody is the same - Same quota - Same territory size - Same comp plan
- Limit the number of variations and stick to it! Have a clearly defined reason for each Get a career path benefit for each
- You bend the rules for your early top performers
- Repeat after me
- BTW, it is growing because the company and products are growing…
- Export your company culture and sales methodology
- At least
- Don’t break the cost and simplicity rules. You don’t have to!
- Productivity Metric Back to cost
- Winter is coming! You hope it’s a long time but how do you know?
- Scale is not just sales: Productivity is driven by expanding products, happy customers and market presence
- Productivity Metric Back to cost