Webinar how to scale a dream sales team

HOW TO SCALE A
DREAM SALES TEAM
#MTWEBINAR @mindtickle

We will be starting in a few moments.
Grace Mason
Head of Sales
Betts Recruiting
Terry Kelman
Director of Sales
Enablement & Training
SenStay Inc
Dhruv Markandey
Head of Customer
Success
MindTickle
Thanks for joining in!

Grace Mason
Head of Sales, Betts Recruiting
Grace is the Head of Sales at Betts Recruiting, which is the leading recruitment
firm specialising in revenue–generating talent. Grace manages all new
business development and account management within the Bay Area. Her
team partners with executives and hiring managers at high growth, innovative
companies, including companies like GitHub, Mixpanel, FinancialForce, New
Relic and ToutApp, to help them hiring the right people in a timely manner. Prior
to Betts Recruiting, Grace worked at KPMG as an internal recruiter.
Meet the Speakers

Go-to firm to scale sales and marketing teams in the US and Europe 
• Matches best-in-class, revenue-generating talent with innovative tech
companies in the bay Area
• Helps you hire a team of star performers that not only grows your business,
but also sustains your company's culture
• Uses consultive approach to find top talents for positions in sales leadership,
sales engineering, lead generation, customer success, account management,
marketing, and many more.
 

Dhruv Markandey
Head of Customer Success, MindTickle
Dhruv is the VP of Customer Success at MindTickle. He has helped numerous
companies (which includes unicorns, like Nutanix, AppDynamics, and
MongoDB) successfully leverage MindTickle's Sales Readiness Platform to
scale their Sales Teams. Dhruv has worked with companies at various stages
of Sales Enablement maturity and possess useful insights into opportunities
and challenges unique to each stage.
Meet the Speakers

Easy to use sales readiness platform for inside sales, field sales, and partner
enablement 
• Ramp new hires faster
• Drive consistent messaging with online role play exercises
• Ensure effective field communication with regular updates 
 
Trusted as the strategic sales enablement partner by companies, like
AppDynamics, Nutanix, Cloudera, Qualtrics, Couchbase, and many more.  
 
To request a demo: visit MindTickle.com or email us at - info@mindtickle.com

Terry Kelman
Director of Sales Enablement & Training, SenStay Inc
Terry has over 15 years of sales training and enablement experience. He has
helped improve performance of sales teams in some of the best known
companies in the Silicon Valley, including VISA and PayPal, as well as rapid
growth startups, such as Couchbase.
Meet the Speakers

Watch the webinar recording here

What We Will Be Talking About
Three key aspects of a winning growth strategy:
#1 How to attract and hire top reps in a competitive market
#2 Plan a goal oriented new hire onboarding program for quicker ramp time
#3 Streamlining processes at different stages of company's growth

Q & A
We will be taking questions at the end of the speaker presentations.
Send in your questions via Twitter with #MTWebinar or mail them to
us at info@mindtickle.com.
Follow us on Twitter:
@MindTickle
@BettsRecruiting

HOW TO ATTRACT AND HIRE TOP REPS IN A
COMPETITIVE MARKET
~ Grace Mason, Head of Sales, Betts Recruiting

Ask yourself:
• What are you doing to be competitive in hiring
today?
• How long does it typically take for you to hire
someone?
• What have your struggles been around hiring?
RIGHT OFF THE BAT

• Resume Review
• Digging Deeper
• Market Info
• Sell, Sell, Sell!
• Interview Process
• Questions
AGENDA

• Look for red flags
• Short stints, typos
• Metrics – think baseball card
• Progression, promotions, decision making skills
• Attention to detail
RESUME REVIEW - IT’S IN THE DETAILS

• Achieved 105% of FY2015 Quota
• “Rookie of the Quarter” Q4 2013
• President’s Club 2013, 2014, 2015
• Promoted from Corporate to Enterprise Sales
RESUME REVIEW - IDEAL SALES CANDIDATE PROFILE

• Negotiated and closed $100-500k deals with
Fortune 500 companies
• 500+ LinkedIn Connections
• D1 Varsity College Athlete
• College Work Experience/ Extracurricular
Activities
RESUME REVIEW - IDEAL SALES CANDIDATE PROFILE

• Back to the resume
• Phone presence
• Meet them in person
• Challenge them on their numbers
• Do the math (sales)
• Ask for examples (marketing)
• What did they W-2?
• Reference checks and back channels
DIGGING DEEPER

MARKET INFO - COMPENSATION

MARKET INFO - PAY COMPETITIVELY
• Have realistic expectations and know your budget
• When in doubt, ask the experts
• Know where you fall in the market

MARKET INFO - TIME TO HIRE

MARKET INFO - MOVE QUICKLY
Companies are hiring in as short as 1-2 weeks
Sales Development Representatives
1-2 weeks
Account Executives
2-3 weeks

SELL PEOPLE ON YOUR OPPORTUNITY
Set yourself apart
Get into the weeds
Get people
to interview you
Clearly articulate why you
joined your current company
What differentiates you?
It shows they’re thoughtful and
have long term intentions

CLEARLY DEFINE YOUR IDEAL PROFILE
• Have a clearly defined profile for the role that everyone agrees on
• Know where you are willing to compromise – prioritise requirements and be flexible as
needed
• Qualify candidates out early

BE STRATEGIC WITH RECRUITING EFFORTS
• Implement an employee referral incentive program
• Network on your own and promote open roles
• Be selective on the number of recruiting firms you partner with

DEFINE THE INTERVIEW PROCESS
 
Typical Process
• 2-3 steps
1. Phone screen with hiring manager
2. Onsite with team (hiring manager, reps, CEO)
3. Presentation
• Mock calls, demos, 30-60-90 day plans
• Schedule the next step at the end of the interview
• Be selective, but move quickly!

DEFINE THE INTERVIEW PROCESS
Insider’s tip!
Hold Open Houses/Happy Hours
Have made more than 5 hires at a time from
utilizing a Happy Hour

GETTING NEW REPS UP-TO-SPEED FASTER FOR
ADDITIONAL REVENUE GENERATION
~ Dhruv Markandey, Head of Customer Success, MindTickle

NEW HIRE ONBOARDING
How you can create 7%+ additional Revenue Generation Capacity with an effective
onboarding plan

OPPORTUNITY
How you can create 7%+ additional Revenue Generation Capacity with an effective
onboarding plan
Our sales reps make their 1st sale a week
earlier and are fully ramped 40 days earlier
- Chuck Marcouiller, Director Sales Enablement at Avalara
on their Onboarding Program Results

EFFORT & OUTCOME
▪ VP Sales & Sales Managers spend 33% of their time training sales reps
EFFORT

EFFORT & OUTCOME
▪ VP Sales & Sales Managers spend 33% of their time training sales reps
EFFORT
▪ Average ramp-up time is increasing since the past few years
▪ 25% of reps fall short of achieving their quota even after the average
ramp time
OUTCOME

ESSENTIALS OF AN ONBOARDING PROGRAM
MUST
▪ PERSONALIZED
Inside
Sales
Field Sales

MUST
▪ Personalised
▪ SCALABLE

MUST
▪ Personalised
▪ Scalable
▪ STRUCTURED & MILESTONE
BASED

MUST
▪ Personalised
▪ Scalable
▪ Structured & milestone based
▪ BLENDS KNOWLEDGE &
ACTIVITIES

MUST
▪ Personalised
▪ Scalable
▪ Blends knowledge & activities
▪ CREATES RECALL &
REINFORCEMENT

MUST
▪ Personalised
▪ Scalable
▪ Blends knowledge & activities
▪ Creates recall &
reinforcement
▪ ALIGNS TO REAL WORLD SELLING

SHOULD
▪ Cater to Sales rep’s natural
tendencies
▪ Be bi-directional
▪ Provide real-time progress analytics to
managers

Drives predictable revenue growth
Perceived as a value add by reps
MUST
Personalised Scalable
Structured & milestone based
Blends knowledge & activities
Creates recall & reinforcement
Aligns to real world selling
SHOULD
Cater to Salesrep’s natural
tendencies
Be bi-directional
Provide real-time progress analytics
to managers

- Week 1- Week 2
MINDTICKLE'S SALES ENABLEMENT FRAMEWORK
Date of Joining

90 Days
Week 2Week 1- Week 1
Week 3Week 4Week 5Week 6
- Week 2
MINDTICKLE'S SALES ENABLEMENT FRAMEWORK
Date of Joining
FULLY RAMPED UP
60 Days
Post Boot camp Boot camp Pre Boot camp

STREAMLINING SALES PROCESSES FOR
MAXIMUM REVENUE IMPACT AT SCALE
~ Terry Kelman, Director of Sales Enablement & Training, SenStay Inc

1. Newborn - Kernel of product, big idea, big potential market. No sales people.
2. Product - Something someone will buy. Figure out who. Sales begin to
anybody for any price. Free if Open Source DNA.
LIFECYCLE OF A STARTUP: SALES POV

3. Sales Acceleration –
• Looking for low hanging fruit:  
- Early Adopters buy to try, easy if Open Source 
- Surprise solution to an operational or IT problem
• Few sales people, steal competitors’ people or super stars in nearby industry
• Prospecting is by shotgun approach. Web leads from Marketing?

• Sales Process = Get inside an organisation, talk to enough people and you’ll
find a customer
• Sell features and functions (speeds, feeds, bits, bytes)

4. Revenue Explosion - Investors want rapid growth from rapid sales hiring.
 
The Big Bet: Double the cost of sales and in a year the new sales people will
double revenue and more.

Big Problems –
• Sales person hiring model changes: Super Star to Mere Mortal
• Low hanging fruit is gone: FIND customers to MAKE customers
• Technical Buyer to Business Buyer: Speeds, feeds, bits and bytes to Financial Value

Big Solution - Responsibility of Training and Enablement: MAKE a new kind of
sales person
• Knows certain things
• Can behave in certain ways

• Sells value first and product second
• Calls on business decision makers
• Starts building funnel and closing deals quickly (3 – 6 months)
HOW A SALES PERSON HAS TO BEHAVE (MOST IMPORTANT)

What does “Sell Value” mean?
• Sell = Tell the customer you can help improve his business.
• Value = Explain the financial impact = Dollars added to revenue or
subtracted from cost. Both make the bottom line grow
How do you do that?
SELL VALUE FIRST AND PRODUCT SECOND

CAUSE AND EFFECT: FROM PRODUCT TO DOLLARS

MANAGE COST
Mitigating risk to revenue from down time:
$16,000,000,000 revenue per year = $30,441
revenue per min
365 days * 24 hours * 60 min = 525,600 min/year

ENABLE REVENUE INCREASE
Enabling additional customers (1/10% increase) to use the website
$16,000,000,000 revenue per year
X 0.001
$16,000,000

• When the customer asks, “How do you do that? How will you improve my business
operations? How does the database mitigate risk of outage?”
• Your answer takes you to PRODUCT
• When you PROVE the product works, you prove its financial value
• The benefits for pricing and negotiating are amazing!
 
Recap: When you hit Revenue Explosion, You have to MAKE Customers
To do that you need to MAKE sales people. 
The Key Behavior of the sales person is to Sell Value First, Then Product!
THEN PRODUCT

Q & A Time
If we are unable to answer your questions here, we will
be putting up a blog post next Wednesday answering
them all.
You can even send in your questions via twitter with
#MTWebinar or mail them to us at info@mindtickle.com

Thank You

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