25. Build your sales team

28. Accountability

29. Sales targets

30. Sales targets

3. HIRE 1

10. COACH 2

14. Monitor Evaluate 3

32. IMPROVE 4

7. Starters’ trap

8. Hirees Mark Suster is an American entrepreneur, angel investor and investment partner at Upfront Venture

33. ... Continuously Hiring process Coaching & training Evaluation: team & people

13. Training: tools & processes Use E - learning Balance training intensity Reward On field training with feedback Source: Andrew Fayad , CEO and Managing Partner of eLearning Mind

35. Thank you. #odooexperience EXPERIENCE 2016

19. People’s skills profile Hundreds of studied 1on1 meetings 7 skills 8 types One great assessing tool

27. Processes Source: What Sets Top Sales Teams Apart Martin of the University of California Marshall School of Business

9. Job - matching Insure job - matching to maximize revenue B usiness match Attributes Stages

17. Top Sales people Key behavior in B2B software company Customer engagement Internal networks Energy Source: Ryan Fuller was the CEO and co - founder of VoloMetrix , a leading people analytics company acquired by Microsoft in 2015

22. Profiles Experts Closers Consultants Storytellers Focusers Narrators Aggressors Socializers

4. Before your hire Learn to sell first  CEO SELL Check all your hiring options Define your company culture

1. How to build and improve a successful sales team Nicolas Franka - Channel Account Manager EMEA EXPERIENCE 2016

21. The salesperson’ skill - set Source: The 8 Types of Salespeople by Lynette Ryals , Iain Davies

11. — Richard Branson Train people well enough so they can leave, treat them well enough so they don’t want to.

2. Monitor Improve Hire 1 Coach 2 3 4

18. Give the best chance to your sales people More time dedicated internally On - boarding program Efficient access to internal support Gather data – continuous assessment

34. Hire the best fit Knowledge training Monitor smart KPI’s Evaluate individuals & the team Improve All aspects

5. Key: core attributes Proven ability to learn quickly. P ositive attitude. A bility to generate trust. C ompetitive, determined and proactive. E xcellent communication skills, especially listening skills. Passion, discipline and energy.

31. Improve your sales teams Structure their working processes Hold your team accountable Stretch your team’s goals Source: What Sets Top Sales Teams Apart Martin of the University of California Marshall School of Business

16. KPI’s to measure Attitude / Culture - fit Activity metrics Lead – sale % conversion Closed sales analysis (revenue) Forecasting abilities

26. Start by providing leads Insure sales people have the material to succeed. #Leads to convert and tools: marketing, presentation support,... If reps are prospecting, they are not selling

24. Train accordingly Address each sales person specific pitfall o By recognizing their profiles o By impoving the skills they lack Recognize experts and let them teach others

15. KPI’s Evaluate your sales force: people o Two relevant factors: recognizing top performers within your organization o Most relevant skill - set Evaluate your sales team What to evaluate?

6. Don’t Try to hire yourself: not everyone can be like you... nor should they Go for someone « hungry » Pick someone who’s fleeing Pick based on sentiments Forget onboarding Hire before you need

20. Closers ● Meeting Prep ● Customer Interaction ● Company presentation ● Presentation & Rapport ● The Sales Pitch ● Storytelling ● Rising to the challenge

12. Trainings B2B in Technology sectors Knowledge = key 72% of decision - makers : « Solving business objectives is the major influencer on the buying decision » ... consider the ‘ traditionals ’ Source: Harvard Business Review Survey Reveals how B2B Sales Reps Can Win

23. Skills Improvement ● Meeting Prep ● Customer Interaction ● Company presentation ● Presentation & Rapport ● The Sales Pitch ● Storytelling ● Rising to the challenge → Practice → Practice → Practice → Practice → Practice → Practice → Practice → There is no magic trick....