2 crucial keys to a successful sales hire
TRANSCRIPT
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2 Crucial Keys to a
Successful Sales Hire
How to select and set salespeople up for success.
@icarolemahoney
#UnlockGrowth2018
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Introduction
Unbound Growth Founder
www.unboundgrowth.com
linkedin.com/in/carolemahoney
@icarolemahoney
#UnlockGrowth2018
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Agenda
➔ Key #1- Sourcing and Selection
◆ Ideal Salesperson profile
◆ Attracting candidates
◆ Data based assessment
◆ Data qualification interviews
➔ Key #2- Onboarding and
Development
◆ Buyer centric
◆ Information chunking
◆ Real world application
➔ The problem
◆ Leadership perspective
◆ Front line perspective
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1● Average tenure =
16 months
● Average ramp
time = 3.2
months
● Quota attainment
=68%
Source: The Bridge Group- 2016 Sales
Development Metrics
@icarolemahoney
#UnlockGrowth2018
![Page 5: 2 crucial keys to a successful sales hire](https://reader031.vdocuments.net/reader031/viewer/2022030318/5a6ef60a7f8b9a87028b5173/html5/thumbnails/5.jpg)
Sourcing & Selection
@icarolemahoney
#UnlockGrowth2018
![Page 6: 2 crucial keys to a successful sales hire](https://reader031.vdocuments.net/reader031/viewer/2022030318/5a6ef60a7f8b9a87028b5173/html5/thumbnails/6.jpg)
Role SpecificationIdeal Salesperson Profile● Position, level of difficulty, job
requirements
● Market and buyer role
● Resistance and competition
● Pricing, AOV, sales cycle length
● Post sales responsibilities
● Opportunity creation
● Culture and environment
@icarolemahoney
#UnlockGrowth2018
![Page 7: 2 crucial keys to a successful sales hire](https://reader031.vdocuments.net/reader031/viewer/2022030318/5a6ef60a7f8b9a87028b5173/html5/thumbnails/7.jpg)
Attracting Candidates● Describe the applicant, not
the job
● Glassdoor review
● Referrals from team
● Universities
● Veterans programs
● Networking events
● LinkedIn jobs & InMail
● Job boards
@icarolemahoney
#UnlockGrowth2018
![Page 8: 2 crucial keys to a successful sales hire](https://reader031.vdocuments.net/reader031/viewer/2022030318/5a6ef60a7f8b9a87028b5173/html5/thumbnails/8.jpg)
Data based assessment
● Mindset
● Behaviors
● Skills
● Environment
@icarolemahoney
#UnlockGrowth2018
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Data qualification interviews
● Describe a situation
where…?
● How did you handle…?
● Can you give me an
example of…?
● Intangibles
@icarolemahoney
#UnlockGrowth2018
![Page 10: 2 crucial keys to a successful sales hire](https://reader031.vdocuments.net/reader031/viewer/2022030318/5a6ef60a7f8b9a87028b5173/html5/thumbnails/10.jpg)
Onboarding and Development
@icarolemahoney
#UnlockGrowth2018
![Page 11: 2 crucial keys to a successful sales hire](https://reader031.vdocuments.net/reader031/viewer/2022030318/5a6ef60a7f8b9a87028b5173/html5/thumbnails/11.jpg)
Buyer Centric● Their world
● Their business issue
● Their goals
● Their decision making process
@icarolemahoney
#UnlockGrowth2018
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Information Chunking
● 15-20 minutes ‘chunks’
● Simulations and testing
● Online learning
● Easily iterate, scale &
measure
@icarolemahoney
#UnlockGrowth2018
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Real World Application
● Forgetting Curve
● Adult Learning Theory
● Data Centric
● Customized
● Continuous
@icarolemahoney
#UnlockGrowth2018
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Questions & Contact Info
Carole Mahoney
Resources:
http://bit.ly/saleshiresuccess
@icarolemahoney
#UnlockGrowth2018