jane van sicle/pipeline summit
TRANSCRIPT
BUILDING A HIGH
PERFORMING SALES
TEAM
I’M JANE
VAN SICKLE.
Head of Sales
Unbounce
hello :)
MOVING TO MIDSIZE MARKET
TO INCREASE REVENUE
ALWAYS BE HIRING, BUILDING AND TRAINING!
TALKING POINTS
Developing a Talent Pool1
Build a High Performing Sales Team2
Onboarding 3
4 Growing and Retaining Talent
CHALLENGES
Slow Recruitment2
Lack of Sales Enablement Support3
4 Perception of Sales
People leave1
How do you build your
pool of talent?
Go For Coffee MEET FOR COFFEE
Go For Coffee
HiringATTEND RECRUITING
EVENTS
HiringAttend Recruiting Events
LEAN ON YOUR OWN NETWORK
BUILDING A HIGH
PERFORMANCE TEAM
02
These sharks don’t attack and tear apart their
prey like most many of their relatives, according
to National Geographic.
YOUR SALES TEAM NEEDS
AN IDENTITYUnbounce Sales Team
“The Whale Sharks”
IS YOUR SALES
TEAM HIGH
PERFORMING?
Evaluate if you have the right roles
on your team to succeed
Evaluate if you have the right
people
Evaluate at least twice a year
STAND OUT?
Does your sales experience
SALES
METHODOLOGY
Adds Structure to Your Process
Step by Step Process
Continuously train your staff
SALES
METHODOLOGY
Adds Structure to Your Process
Step by Step Process
Continuously train
DON’T WORK IN THE WILD WEST!
TEAM BUILDING
Team Events
Special Guests
Remote Games
BUILDING A HIGH
PERFORMING TEAM
Being accessible
Understanding prospects needs
Communicating the value of your
solution
STRONG TEAMS ARE DIVERSE TEAMS
gallupstrengthscenter.com
EXECUTING INFLUENCINGRELATIONSHIP
BUILDING
STRATEGIC
PLANNING
BUILDING A HIGH
PERFORMING TEAM
Being accessible
Understanding prospects needs
Communicating the value of your
solution
Strategic Planning
HIRING PROCESS03
”
“
If you think it's expensive to
hire a professional, wait until
you hire an amateur.
Red Adair
5 THINGS I LOOK FOR:
Achiever
Coachable
Relator
Accountable
Belief
a
a
INTERVIEW
PROCESS: STEP 1
Screen the Applicant
Have Standard Questions & Rate Answers
Salary expectations
INTERVIEW
PROCESS: STEP 2
1:2
Have a List of Topics to be Asked
Have Your Go to Questions
INTERVIEW
PROCESS: STEP 3
Group Interview
Presentation
Team Fit
INTERVIEW FORMAT
Sales Presentation - 15 minutes1
Group Q & A - 30 minutes2
Managers Leave The Room - 15
minutes
3
INTERVIEW QUESTIONS04
INTERVIEW
QUESTIONS TO ASK
Goal oriented, results drivenA
Q: What would you put in your
ideal job description?
Relators, enjoy talking to peopleA
INTERVIEW
QUESTIONS TO ASK
Listener, Good communicatorA
Driven, creative, curiousA
Q: What are the top skills that a
salesperson needs?
INTERVIEW
QUESTIONS TO ASK
That they are achieversA
Q: Tell me about your
achievements you’re most
proud of.
They can relate and have a
conversation with you.
A
Q: Ask them a question that
starts a conversation.
INTERVIEW
QUESTIONS TO ASK
They know our valuesA
Reinforces who they are as a
salesperson
A
Q: Which of our company
values resonates with you?
ONBOARDING05
ONBOARDING YOUR
SALES TEAM
Learning the product
empowers salespeople with
confidence, empathy and
knowledge
GROWING &
RETAINING TALENT
06
GROWING YOUR TALENT
GROWING YOUR TALENT
Top Open Deals For the Quarter
● First Call
● Ongoing Call
● Actual
Projects
Quarterly Goals
Annual Goals
1:1 TRACKERS
Top Open Deals For the Month
Top Open Deals For the Quarter
Forecasting
What Do You Need Help With?
Projects
Quarterly & Annual Goals
15five.com
CREATE A CULTURE
OF FEEDBACK
What Went Well?
What Was Tricky?
What Would You Do Differently?
Ask Permission To Give Feedback
TAKEAWAYS TO
IMPLEMENT TOMORROW
Evaluate your team if you have a high
performing team
Always be hiring - book a coffee
Arrange a team event
Update your interview process
THE NEXT 10 SALES FOR
UNBOUNCE
