Co-Founders Corner – Episode 15: Do salespeople need experience to be successful?

Co-Founders Corner – Episode 15: Do salespeople need experience to be successful?

The latest episode of Co-Founder’s Corner;

3 key areas on how to assess a great salespeople

Do you need experience to be successful in enterprise sales?

I know for a fact five years ago I thought it was an absolute prerequisite. I’m pleased to say that both myself and others have tackled this challenge in the last five to 10 years. And it’s proven that one does not necessarily need experience to thrive in this environment. We were with a customer the other day where it was their first ever quarter in sales and they achieved over 200% of target.

This can be done. There are a couple of key fundamentals though when assessing salespeople and looking at their experience within the market:

  1. Are they open to criticism? And can they take feedback properly?
  2. Are they willing to invest in their own development in terms of time and effort to be a better salesperson?
  3. Do they have great listening skills? And are they able to listen to customers’ needs and convert them into a solution that matches their needs?

I’d love to find out more about how you’ve dealt with people with no enterprise sales experience and what have you found to be the challenges when doing this.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 14: How To Hire Great Sales People

Co-Founders Corner – Episode 14: How To Hire Great Sales People

The latest episode of Co-Founder’s Corner;

Key areas on How to hire successful Sales People 

Do you want to hire excellent sales people?

There are so many articles written on this. But, I don’t want to talk to you about the exhaustive process that is required in order to hire the best salespeople. But, I will give you a couple of key fundamentals when trying to hire excellent salespeople.

  1. You need a salesperson who’s analytical in their nature. I call it the forensic scientist.
  2. Evaluating whether the hunger and drive to take knock backs and challenges in their stride.
  3. Evaluating their skills, the areas of listening, great questions or questioning skills.
  4. Are they are open to criticism?

I’d love to find out more about hoe you hire your salespeople and what changes you could make when you next hire,

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 13: How long should your sales process be?

Co-Founders Corner – Episode 13: How long should your sales process be?

The latest episode of Co-Founder’s Corner;

3 key areas on how long your Sales Process should be 

In the latest video from Co-Founders Corner, we will be discussing how long a sales process should be!

This is a question we get asked a lot by our clients and there’s no right or wrong answer. I’ve seen anything between two months and 12 months. But there are a couple of key things I would keep a very close eye on, in terms of improving your sales process length.

  1. How clear are your stages within the sales process? And how bought in are your reps to those stages?
  2. What are the required activities within each of those stages to move a deal forward?
  3. What does your time to close look like? How long is a deal taking to take from initiation to close?

I’d love to find out more about how you look at your sales process and improve the length of time to close.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 12: How Do I Incentivise My SDRs

Co-Founders Corner – Episode 12: How Do I Incentivise My SDRs

The latest episode of Co-Founder’s Corner;

A couple of key areas on how to incentivize SDRs 

In the latest video from Co-Founder Corners, we’ll be discussing how to incentivize SDRs.

So there are a couple of key components when trying to decipher how you’re going to incentivize your SDRs.

  1. Look at the differentiation between appointments booked and opportunities created and having a boiling base target for that number. My recommendation in enterprise sales is probably in the region between eight to 15 qualified opportunities being created each month.
  2. Look at some incentive and normally a commission based incentive on the back end or the close of the deal. So that could range anywhere between half a percent to about three percent of the deal value.

When looking at SDRs look, at the behaviours you’re trying to drive.

  1. Initiation – Obviously the volume-based target helps with this.
  2. Is the support during a deal cycle until we get to the close.

This means that we’ll get premium quality coming through our SDR function for our AE’s to close up those opportunities.

I’d love to find out more about how you incentivize SDRs within your team and within your technology company.

Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Co-Founders Corner – Episode 11: Setting Up SDRs for Success

Co-Founders Corner – Episode 11: Setting Up SDRs for Success

The latest episode of Co-Founder’s Corner;

4 key areas on How SDRs can create opportunities rather than appointments

 

In this video we’ll be discussing how SDRs can create opportunities rather than appointments.

This is a key fundamental difference. You can have SDRs creating appointments that are often marked in qualified leads or you can create an SDR who generates opportunities time and time again.

When you’re looking at your sales process you need to think:

  1. Do you want the SDRs to create opportunities that are gonna create traction in your sales process.
  2. What is the handover between an SDR to the AE.
  3. Are they being incentivized for the creation of opportunities as well as for the deal being closed?
  4. how are you training SDRs to be even better and nurturing these leads into opportunities?

I’d love to hear more about how you’re getting your SDRs to create opportunities rather than appointments. Please comment below, I’d love to discuss it with you.

If you’d like to see more sales and strategy tips for CEOs don’t forget to subscribe to our YouTube Channel.

Sales revenue strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

Sorted! Your request has been submitted.

Sales funnel strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive our FREE E-book but also exclusive content and advanced strategies. 

Sorted! Your request has been submitted.

Startup sales strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive our FREE E-book but also exclusive content and advanced strategies. 

Sorted! Your request has been submitted.

Sales revenue strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

  • Should be Empty:

Sorted! Your request has been submitted.

Sales funnel strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

  • Should be Empty:

Sorted! Your request has been submitted.

Startup sales strategy

Simply pop your details in below to grab your copy

By signing up to our newsletter you not only receive your FREE E-book but also exclusive content and advanced strategies to grow your startup business

  • Should be Empty:

Sorted! Your request has been submitted.