Building/Managing Your Team

Brok Vandersteen

Hiring 600 by 2017

Building Your Team

• The core is key • Leverage your network • What experience to look for • 1st = 2-5 yrs experience (player coach) • 2-30 = 1-2 yrs experience (mentors) • 30+ = 0-1 yrs experience (more green)

• Put them to the test • Have them meet the team • Cut through the bullshit • Culture is everything

Criteria for Sales Reps

• The “would I get a beer with you?” test • Personality = Culture • GRIT • What is something you learned to do that was difficult?

• Passion • What do you love to do and why?

• Humble confidence • What makes you great at sales?

• Healthy Competition • Tell me about a time you lost. • They want to win but rally for their teammates

Empower Your Team

• “I’m invested in your success” • Give them the rope

• Don’t micromanage – build trust through teaching moments

• You can work hard AND have fun

• Emotional support – help manage ups and downs

KPI’s

• Measure effort – show them the path • Call #’s (Call Time) • 60-80

• Completed Activities (demo’s, meetings, visits, etc.) • 15-20

• Overlap with results • Sales #’s • Call to close/activity to close ratio

Pipeline Management

• Clearly define sales stages • Initial stage – reaching decision maker, deciding if product is a fit • Middle stage – overcoming objections, answering questions • Final stage – bringing to a close

• Spend more time on new business than following up/chasing

• Use data for visibility • Use dashboard in CRM • Help avoid tunnel vision

Thank You