The greatest companies of all time have something in common: Their ability to sell. Key ingredient to be able to scale. Do you want your company to go beyond what you have always imagined?
When mark roverge He joined Hubspot, he was the fourth employee and the first in the sales area. His work allowed us to increase Hubspot’s revenue by 6,000% and take the team from 5 to 450 employees. Mark describes the process for achieving this in these 4 sales strategies:
- The hiring formula: Hire the same successful person every time.
- The training formula: Train all people in the same way.
- The sales management formula: All sales managers follow the same accounting process.
- The demand generation formula: Give sales people the same quality and quantity of leads each month.
You get used to seeing sales more as an art than a science. That is why Mark, in his book The formula to accelerate sales it describes standardized formulas, which can be repeated and with proper follow-up and experimentation will allow businesses to scale.
What sales strategies can we learn from this great book.
A building without solid foundations collapses more easily, so one of the most important things is the hiring; which was one of Mark’s first assignments upon coming to Hubspot and he based his focus on defining the characteristics of a successful marketer.
In Hubspot’s case, the desire to be trained, curiosity, and work ethic were the characteristics that best predicted seller success. It is clear that due to the diversity of products and customers, different companies will look for different characteristics in their sellers.
That is why it is important to identify what we are looking for in a salesperson and develop questions and activities that can show whether or not they have those characteristics. Additionally, Mark recommends creating a scorecard so you can evaluate them prior to hire and again after 6 months; in order to identify if the best sellers are more related to the characteristics initially proposed or if they have other qualities that were not considered at the beginning and can be a better predictive indicator.
-To enhance the capabilities of the sales group, Mark understood that they should understand your customers’ goals and how your solutions enable them to achieve those goals. To achieve this, new salespeople went through training that sought to put them in the shoes of their customers. An exercise to achieve this was to make them create a blog and get followers through different social networks.
Again, according to the company, the client is going to have different needs in their day to day, so create exercises that make salespeople “live” what their clients experience and improve themselves with the feedback received.
-The sales group will constantly face new challenges that can only be overcome if they develop the right habits, work as a team and develop their ability to solve problems; so Mark used sales contests to enhance these characteristics and gives 6 tips to get the best out of each contest:
- Focus the contest on changing behaviors that favor the majority of the team.
- Do it thinking about teamwork.
- The prize must be distributed by teams.
- Send the leaderboard every day.
- Be careful with the duration of the contest.
- It prevents them from getting used to working because they are competing for something.
And remember, if you are really interested in creating your own business, you can purchase our book “How to create a company while working: Discover how to manage your time, manage your money and motivate yourself while creating a company and working for another” , where you will find all the information you need to found your own company, without having to leave your job.
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