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JARROD K

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Jarrod Kleweno

What you should believe is important!

Hiring Traits

Partnering with HR

Partnership with Marketing

Team Assimilation

Thank you

Questions

JARROD KLEWENO

19 years in Sales and Sales Leadership

7 years and 12 years respectively

Sale types targeted in my career:

Business Development

Solution

Transactional

Retail

ARE YOU A SALES PRODUCER?

ARE YOU A SALES LEADER?

ARE YOU A CEO?

ARE YOU A?????

Ski, Guitar, Tennis…….

CONSCIOUSLY COMPETENT

HIRING PLAN

Understand the Goal of the organization:

• Map to Revenue and Margin goals growth goals.

Sales Process:

• Understand the current sales process. Understand the talent attributes needed.

• What kind of training exists and where does the organization sit in regards to investing in training.

 

HIRING INTANGIBLES AND TRAITS

Traits I look for include: Drive, Coach-ability, Self-awareness, Sincerity, and Business acumen, Self education

Conditions: What affects performance?

Logistical: Laptop, Sales tools, Marketing, Product development

Psychological: Pay plan, quota, and sales leadership

SELLING TRAITS

Work ethic: quantity vs. quality Tolerance for the process Persuasion: Closers vs. pleasers Executive rapport: Where would they naturally like to engage Need: Can they create need, or do they need the solution to be

established Explanation: Communication talents Sales Cycle: short vs long Solution: Some like unique, some like commodity Products: Account penetration Decision makers: Some like two decision makers vs many dm’s

SORT AND CAST

Sort traits: Align selling traits with the specific roles you emply. Type of stages: Engagement, Selling, Technical Support, Servicing,

Account management

Cast roles Agree with Executives on what roles to cast and staff

Aligned with selling talents partner with HR and recruit

CARROT AND STICK

Generate motivation with plan Quota: Results that properly cast rep can achieve with reasonable

effort Should define what each person does, monthly, or quarterly Extra effort should be able to over achieve

Pay Plan: Base Salary: Hiring tool Commission: Motivation should be positive, immediate, and

certain. Build out some short term goals (contests).

TRAINING

Conduct sales training Will help with properly cast representatives a performance enhancer Best practices Curriculum

Rapport Consultative approach (SPIN),CCS, the Challenger

Delivery: Provide solid curriculum Practice must be put in place after training and reinforce. Field training shadowing, bridge practice and real life.

MANAGE RESULTS

Manage by results Activity, Attitude, Results Maintain, and grows skill sets Get to produce what the organization needs them to produce. Resources (what resources need to be added) Enforce results, manage activities Develop strengths not weakness Need to understand what will and will not change a rep performance.

HR PARTNERSHIP

What is Next?

HR Partnership!

What is available Now, what is needed?

Recruiters, Training, Onboarding, Scheduling

Online assessments,

Target companies to pull from,

College program for the future.

Outsourced Recruiters

Questions?

MARKETING PARTNERSHIP

Define lead stages and circulate to the C-Levels in the organization (MQL,SQL).

Everyone must define leads in the same way!

Insist that Marketing have Quota’s that align with the Sales Targets

Help marketing understand what is currently resonating in the market place from the sales team’s perspective.

On a Daily or weekly basis review inbound MQL, SQL data to be responsible to Marketing. Create an SLA for SQL leads so Marketing can report on the value they create.

Marketing is one of your customers, treat them that way, but expect that they understand that Sales is a customer of marketing. Breed mutal respect.

ASSIMILATION INTO THE TEAM

Shadow and learn from existing staff.

Get on the phones with the team.

Evaluate selling traits needed and what each player possesses

Garner mutual respect.

Start moving the dials for increased production from underachievers.

Build hiring plan based on current staff.

WHY DO YOU DO THIS?

Grab your phone!

FAMILY!

ATTRIBUTE THE SOURCE

Content amalgamated from: The Challenger Sale, Spin Sales, Solution Sales, Customer Centric Sales, The Perfect Salesforce.

Thank you to…

Ken Mahar, Mike Hayes, Malia Fazio, Pete Noble, Doug Mohr, David Stout, Gary Walker, Norman Behar, and Kristen Hayer.

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QUESTIONS