2 Crucial Keys to a

Successful Sales Hire

How to select and set salespeople up for success.

@icarolemahoney

#UnlockGrowth2018

Introduction

Unbound Growth Founder

www.unboundgrowth.com

linkedin.com/in/carolemahoney

@icarolemahoney

#UnlockGrowth2018

Agenda

➔ Key #1- Sourcing and Selection

◆ Ideal Salesperson profile

◆ Attracting candidates

◆ Data based assessment

◆ Data qualification interviews

➔ Key #2- Onboarding and

Development

◆ Buyer centric

◆ Information chunking

◆ Real world application

➔ The problem

◆ Leadership perspective

◆ Front line perspective

1● Average tenure =

16 months

● Average ramp

time = 3.2

months

● Quota attainment

=68%

Source: The Bridge Group- 2016 Sales

Development Metrics

@icarolemahoney

#UnlockGrowth2018

Sourcing & Selection

@icarolemahoney

#UnlockGrowth2018

Role SpecificationIdeal Salesperson Profile● Position, level of difficulty, job

requirements

● Market and buyer role

● Resistance and competition

● Pricing, AOV, sales cycle length

● Post sales responsibilities

● Opportunity creation

● Culture and environment

@icarolemahoney

#UnlockGrowth2018

Attracting Candidates● Describe the applicant, not

the job

● Glassdoor review

● Referrals from team

● Universities

● Veterans programs

● Networking events

● LinkedIn jobs & InMail

● Job boards

@icarolemahoney

#UnlockGrowth2018

Data based assessment

● Mindset

● Behaviors

● Skills

● Environment

@icarolemahoney

#UnlockGrowth2018

Data qualification interviews

● Describe a situation

where…?

● How did you handle…?

● Can you give me an

example of…?

● Intangibles

@icarolemahoney

#UnlockGrowth2018

Onboarding and Development

@icarolemahoney

#UnlockGrowth2018

Buyer Centric● Their world

● Their business issue

● Their goals

● Their decision making process

@icarolemahoney

#UnlockGrowth2018

Information Chunking

● 15-20 minutes ‘chunks’

● Simulations and testing

● Online learning

● Easily iterate, scale &

measure

@icarolemahoney

#UnlockGrowth2018

Real World Application

● Forgetting Curve

● Adult Learning Theory

● Data Centric

● Customized

● Continuous

@icarolemahoney

#UnlockGrowth2018

Questions & Contact Info

Carole Mahoney

e@carolemahoney.com

Resources:

http://bit.ly/saleshiresuccess

@icarolemahoney

#UnlockGrowth2018