From Impossible to Inevitable: How SaaS and Other Hyper-Growth Companies Create Predictable Revenue by Aaron Ross & Jason Lemkin

Author:Aaron Ross & Jason Lemkin [Ross, Aaron & Lemkin, Jason]
Language: eng
Format: epub
Tags: Business & Economics, marketing, General, Management, Sales & Selling, Advertising & Promotion
ISBN: 9781119531722
Google: TXuaDwAAQBAJ
Publisher: John Wiley & Sons
Published: 2019-05-15T00:04:55.755523+00:00

Coachability (#1!)

Prior success

Work ethic

Curiosity

Intelligence

Hire people who show past success as well as people with untapped potential. Their prior success doesn't have to be in sales. HubSpot's got an Olympic gold medalist and a professional comic who made it to Comedy Central. These are people who went after something and achieved it. That's what you're looking for.

Invest in running a “real” training program. Too many companies have as their training plan, “Go shadow some people.” HubSpot's salespeople spend their first month in a classroom-style setting. To gain an understanding of the product, they create a blog and a website from scratch. They experience the actual pains and successes of HubSpot's primary customers: professional marketers who need to generate leads online … so salespeople are able to connect on a far deeper level with prospects and leads. After a month, new hires pass a 150-question exam and six different certification tests on the HubSpot product, sales methodology, and the concept of inbound marketing. How can you put your reps in your customers’ shoes, to create empathy?

Take coaching seriously. The biggest impact on sales productivity comes from your managers’ effectiveness in coaching their people. HubSpot uses a matrix-driven sales coaching model. On the second day of each month, Mark meets with the sales directors, each of whom oversees a few managers and has about 40 sales reps under them. Because Mark takes coaching seriously, these meetings force a coaching culture onto the whole organization. Good coaching is both caring for your reps’ success and trying to find out the one thing at a time to work on (not 10 things) that's going to make the biggest difference.

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