Motivating Growing Sales Teams

Garret MonizSenior Manager, Business Development

Motivating growing sales teams

Agenda

1. NetSuite introduction

2. Growth of the BDR program

3. My passion: Motivation

4. Q&A

NetSuite: World’s #1 Cloud ERP

Background• Publicly traded on NYSE: “N”

• 3500+ employees

• $509M revenue in FY14

Performance• Used by 20,000+ organizations

• Fastest growing top 10 FMS WW

• Used across 150+ countries

#1 Cloud ERP Suite

• VISION: NetSuite transforms

how businesses operate

so they can achieve their

business vision.

• MISSION: NetSuite provides

companies around the globe,

cloud-based, unified systems

that deliver unprecedented

capabilities to drive their

business.

1. Accelerating lead generation for the sales organization

2. Hiring and retaining great talent

I am responsible for two things

Career Paths

BDR(inbound)

BDR(outbound)

12 mos

Hired

18 mos

Associate Channel Manager

Associate Solution

Consultant

Account Manager

Direct Sales

BDR Organization – When I started

Director

Recruiter

Boston Denver

Me

22 BDRs total

BDR Organization – Now (18 months later)

Director

Recruiter Ops

East

NYC

Boston

Interns

West

Denver

Chicago

Austin

London Australia

Me

80 BDRs & 5

interns

My passion: Motivation

Mindset

Develop

mentMaterial

1. Get to know your team

2. Figure out (or ask) what motivates them

3. Provide a mix of motivation types

4. Keep a variety of individual vs team

*What motivates us as managers won’t be the same things that motivate our team

Motivation planning

Motivation by material

• Feed the need for short term gratification- Focus on what needs to change now

• Keep everyone engaged for the entire contest- Team focused or random winner

• Secret motivators work great as well

• Can be more than gift cards and cash- Time off, events, rent – a – manager, lunch club

Motivation by mindset

• Set high expectations early and often

• Autonomy, Mastery, Purpose- Let your team OWN their motivation

- Themes and call blocks

- Show them you have fun

• Recognition vs Discipline
















Motivation by development

• Show them you’ll invest

• Let them see progression

• If you can’t pay for progression, make it up- Inbound phone line watch commander

- Team lead

• Call coaching- Have a process

- Publish schedule to team

Mindset

Develop

mentMaterial

1. Get to know your team

2. Figure out (or ask) what motivates them

3. Provide a mix of motivation types

4. Keep a variety of individual vs team

*What motivates us as managers won’t be the same things that motivate our team

Motivation planning

Q&A