Welcome to the inspir’em newsletter
In this newsletter we share insights, ideas and resources to help you and your business grow; be that personal development, building the right team for your needs, or putting the structures in place to grow and maximise your revenue.
This series focuses on building - whether that’s creating building blocks for success from founder led sales or rebuilding in a more established business.
Or course - no inspir’em newsletter would be without personal development - so we will also provide tips for building your professional network to support you in your career.
This edition gives you tips and ideas on that all important first sales hire, starting the journey to move the sales engine away from the founder and start scaling your business.
JUMP TO A SECTION IN THIS NEWSLETTER:
1. New Blog - Sales Team Structures | 2. Guide - Interview Techniques
3. Reading on Team Structures | 4. Personal Board Networking Events
5. Tips for Managers - Sales Meeting Ideas
⚡NEW inspir'em BLOG
Your first sales hire as a founder is the first building block of your sales organisation and can set you on a path to growth if you make the right choice.
So, where do you begin?
This blog sets out 4 different first hires - from Customer Success (our first choice) to SDR - giving the pros, cons and considerations for each role.
In the end, there is no silver bullet, but with careful consideration of which you think is best for your business, you give yourself the biggest chance of success.
⚡inspir'em guide
Whichever role you decide to hire for, maximise your chance of making the right hire with our Interview Techniques guide.
This simple 4-step guide will ensure consistency and quality in all of your sales hires.
Free to inspir'em product subscribers - email [email protected] to get your copy.
For non-product subscribers:
⚡What we are reading this week
⚡Clarify:
Everything you need to know about the effective hiring of a top class SDR team. Including the hidden costs and risks to your business.
⚡Zendesk:
Zendesk sets out the characteristics of a good customer success manager, their key responsibilities and why this role is vital for your business.
⚡Close:
To ensure long-term growth, you have to choose the right sales team structure that fits your business, culture, and industry. Done right, this will cultivate a high-growth environment allowing your sales team to shine. Which sales organisation structure is right for your team? Read this Close article to find out.
⚡Aaron Moss & Marylou Tyler:
Discover the outbound sales process that, in just a few years, helped add $100 million in recurring revenue to Salesforce.com, almost doubling their enterprise growth... with zero cold calls.
September 22nd and November 10th
Everyone benefits from having a diverse network of connections to help them on their career journey. None more so than founders!
Enrol on one of Emma’s networking events and connect with new people who have been there and done that, or are on the same path as you.
Founder or not, these sessions will widen your network of people who will be able to offer help and support as you take your business to the next level.
⚡inspir'em Tips for Managers
Sales Meeting Ideas
To help further embed some of the ideas we are working on with our clients - in each newsletter in the run up to Christmas we will share ideas to sales meetings to help further coach and develop your go to market teams.
Use these tips in either sales meetings or ideas for the new year’s kick off sessions.
Exercise: Sharing Customer Acquisition Stories
Instructions: As a team, discuss the end to end lifecycle of acquiring a customer, closing a deal and moving that customer from a once off transaction to a long term customer:
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How did you find the lead?
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How did you qualify the lead?
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What pain were you addressing?
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What value are you bringing?
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What does success look like for your customer - short, medium and long term?
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Who in your organisation is engaged at the different stages?
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How could you divide up the work amongst different team members?
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What are you missing from your team?
Note to the manager / founder – the objective of this exercise is to be able to clearly understand the stages of your deals and your customer lifecycle, and to understand if you have gaps or priority issues in storytelling.
Acquiring new customers is expensive and difficult. Happy customers will buy more from you and will advocate for you. How do you balance the stages of your customer lifecycle – where do you have gaps?
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