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Attention Start-up CEO's: Are YOU the sales person you need.
- 1. Are you the sales person you need?
- 2. Are you the sales person you need? Jamie Scarborough Sonya Meloff
- 3. Who we have helped
- 4. 5 Things to Know About Sales 1. Sales is a science before an art 2. You need a full pipeline 3. Set bite sized goals that are challenging but achievable (and do not leave until you complete them). Do not wait – procrastination is death 4. Control the sales – always have a next step 5. You are the sales person – prove it can be done. What is your value proposition
- 5. Sales is a science before an art • Have you identified your target clients and created leads? • Do you have a pitch and well defined value proposition • What is your strategy (systematic) for getting in front of your prospect
- 6. • P • R • O What does good “Experience” look like • PERFORMANCE: Where is the proof that you can sell? • RELEVANCE: Does your sales experience relate to your industry, sales process/cycle, environment? • OPPORTUNITY: Does your resume tell a good story?
- 7. The beginning of your career (ideally) Talent Experience
- 8. The most money you will earn will be at the apex of talent and relevant experience Talent Experience
- 9. 1. DRIVE: Set targets for yourself and meet them 2. NATURE: Think about your presence 3. ACUMEN: It is better to be over-prepared 4. PERFORMANCE: Show your metrics 5. RELEVANCE: Stay in your lane! 6. OPPORTUNITY: Avoid bad decisions 1. D 2. N 3. A 4. P 5. R 6. O Tips on how to get there
- 10. For the love of sales!
Notes de l'éditeur
- Richard Hoy today is going to be talking about what a great time it is to be a sales person and how to maximize your effort, and Adon and Richard have asked me to be the crowd “fluffer” and talk to you briefly about how to actually get into a good sales role in the first place. I am excited to have been asked. My name is Jamie Scarborough and I am the co-President and founder of Sales Talent Agency – Canada’s best sales recruitment company. We have help more than 250 companies find top sales talent and we interact with hundreds of sales people across Canada every single month. This experience has given me a unique insight into the goals of every sales person.
- We all want to be in control of our careers. We want to get the most money for our efforts and skill-set. We want to sell good products and services that actually have market demand. We want a good account portfolio and a good boss. We want to feel like an expert in our field. We want growth opportunities. And we want to make great money (wait - did I say that one already?). If your job today does not meet those goals, it is very likely you are looking at new opportunities, and you need to understand what companies are looking for when they make hires. Today I will break down 6 key things that we train hiring managers to measure you on as they assess you for their best sales opportunities. When interviewing for a specific job, think about how you rank in each of these areas and at the end I will give you a little advice with each point to help you maximize your efforts.
- The first concept you need to understand is the value of Talent and Experience. Talent being essential for long-term results (a person with no talent, cannot sell; a person with tonnes of talent has the potential to sell a lot; and everyone else ranks somewhere in between), while Experience demonstrates the actual proof that someone can sell (thus lowering the risk of the hire), and provides a much faster ramp-up, with much less hand-holding by the hiring manager. If are a new graduate looking to get into sales, you may have the same or more actual talent than me. Talent is something that someone can have at 22 with no real experience, and it is essentially the same at 38 (a little more polished maybe). So why do I at 38 years of age get offered roles with 6-figure salaries while an equally talented 22 year old gets a $30k salary? Experience. While an employer should never hire a sales person without a reasonable level of talent, they will often have to be flexible on the amount of relevant experience depending on what their employment offer looks like. In a simple sales environment – selling steak knives door-to-door for example – a lot of talent and little experience is going to work. In other words, find a hungry young hunter, spend 15 minutes teaching them the features and the benefits of the knives, and let them start knocking on doors. If the sales process is more complex, bigger ticket items, more decision makers, etc, it is unreasonable to think that an inexperience sales person could get real traction. So an employer has to find an experienced person with talent, which demands a much higher cost of labour.
- Drive is the thing that forces you to make your 100th call when you have already had 99 no’s
- It is my pleasure to introduce Richard Hoy to you. I have known Richard for the last 2 years and he is formally Senior Vice President, Sales of Ledcor Industries Inc. and CEO of CompassPeak Inc. Informally I would describe Richard as a Salesmans’ salesman, he has spent the past 32 years leading companies to achieve significant levels of success. He has held senior leadership roles in Xerox, Lucent, and Cable and Wireless. In 2001 he was recruited by TELUS to the role of Senior Vice-President and Managing Director of Sales. Richard transformed the BC sales business from an declining by 9% into a business growing by 16% in 18 months. Since 2004 with CompassPeak, Richard has focused on business transformation projects which have included working with Vodafone, Microsoft, Computer Associates, Bell, Apparent Networks, Jim Pattison Group, Ledcor, Telemobil and many more notewothy customers. Currently Richard is the Senior Vice President of Sales with The Ledcor Group, a multi billion dollar private company based with a 65 year history in construction, mining, oil extraction, highways, and building and maintaining telecommunications networks. I meet hundreds of sales people every year; the good, the bad and the ugly. Richard is one of the most authentic, most accomplished, I have ever met. I for one am excited to get his take on my profession of choice. So please welcome Richard to the floor.