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The Nitty Gritty of Building a Sales Team from Scratch

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The Nitty Gritty of Building a Sales Team from Scratch

  1. 1. The Nitty Gritty of Building a Sales Team From Scratch April 30, 2015 Shep Maher
  2. 2. CONFIDENTIAL – DO NOT DISTRIBUTE Goals for Our Session 2 COMPANY CONFIDENTIAL What are we going to accomplish here? Why the hell should I listen to this guy? The bar ain’t open yet Start-Ups and Big Co’s Exceptional coaches & mentors Tactical & practical ideas Benefit from my mistakes & learnings
  3. 3. CONFIDENTIAL – DO NOT DISTRIBUTE Do Your Due Diligence 3 COMPANY CONFIDENTIAL What you think is due diligence … ain’t So sign an NDA and … Meet with CEO, Board Member, & Customer(s) Review Board Deck & Pipeline
  4. 4. CONFIDENTIAL – DO NOT DISTRIBUTE First Things First 4 COMPANY CONFIDENTIAL Start(ed) From the Bottom Co-Locate Act as if … Set the bar high (performance & culture)
  5. 5. CONFIDENTIAL – DO NOT DISTRIBUTE Behind Every Good VP of Sales … 5 COMPANY CONFIDENTIAL Leverage Technology to raise the bar even higher Operations Ratio = 1:10 Recruiting Ratio = 1:20 You ARE your leadership team
  6. 6. CONFIDENTIAL – DO NOT DISTRIBUTE Recruit Relentlessly 6 COMPANY CONFIDENTIAL If I’m able to hire and on-board new reps even a bit faster, it has a huge impact on my end-of-year bookings. - Brian Millham, Salesforce 3/19/15 People Pipeline Paramount Green light to pull reqs forward Move out low performers - now Encourage nepotism Diversity – make the extra effort
  7. 7. CONFIDENTIAL – DO NOT DISTRIBUTE Communicate Constantly 7 COMPANY CONFIDENTIAL If it’s worth saying, it’s worth writing down Rumor, Assumption, & Folklore If it ‘goes without saying’, then say it PowerPoint is your friend (seriously)
  8. 8. CONFIDENTIAL – DO NOT DISTRIBUTE Decide What NOT to Do 8 COMPANY CONFIDENTIAL Who is NOT your ideal fit customer? What will you NOT change this year? What geo’s will you NOT expand into? What functions will you NOT manage?
  9. 9. CONFIDENTIAL – DO NOT DISTRIBUTE You Ain’t Just Playin’ for the Current Quarter 9 COMPANY CONFIDENTIAL Give decisions 6 – 9 months Space Mountain is for wimps See the vision. Help your team see it. Develop your talent with your heart & soul
  10. 10. CONFIDENTIAL – DO NOT DISTRIBUTE Never Stop Learning 10 COMPANY CONFIDENTIAL Articles & Blogs Books Why the Lean Start-Up Changes Everything (S. Blank) You Can Negotiate Anything (H. Cohen) Tours of Duty: The New Employer-Employee Compact (R. Hoffman) Let’s Get Real or Let’s Not Play (M. Khalsa) Who’s Got the Monkey (W. Oncken, Jr.) SPIN Selling (N. Rackham) IDEO’s Culture of Helping (T. Amabile et al.) Soup (J. Gordon) Use Customer Cash to Fund Your Start-Up (J. Mullins) The Autobiography of Benjamin Franklin (B. Franklin) SaaStr (www.saastr.com) The Challenger Sale (M. Dixon et al.) SalesHacker (www.saleshacker.com/blog) Predictable Revenue (A. Ross) OpenView Labs (http://blog.openviewpartners.com) Never Eat Alone (K. Ferrazzi) How to Sell Anything (www.inc.com/sales) The Score Takes Care of Itself (B. Walsh)
  11. 11. Thank You Sales Hackers!

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