How to build a killer sales team, according to a $1.7 billion marketing-software maker

source
Paramount Pictures

Having a strong sales team is critical for any company trying to sell its product.

But it’s not easy to put together the right mix of people that can maximize your sales potential.

HubSpot, a marketing-software company worth $1.7 billion, has published this slide deck with tips on how to build a killer sales team.

We condensed it for clarity but the message is clear: It’s all about hiring and coaching the right people.


Want to build a killer sales team? Focus on the hiring and coaching part of the game.

source
HubSpot

That means you need to test the candidate’s coachability before hiring.

source
HubSpot

First, put the job candidate in a role-playing situation.

source
HubSpot

Then see if the person is good at self-reflecting and willing to learn how to get better.

source
HubSpot

Ask specific questions about the person’s strengths and weaknesses.

source
HubSpot

It’s important that the person is open to absorbing and applying your coaching advice.

source
HubSpot

Start by providing both positive and negative feedback.

source
HubSpot

Observe the candidate to make sure the person is proactively trying to learn from you.

source
HubSpot

Repeat the role-play. See if the candidate applied some of your coaching advice.

source
HubSpot

It’s not about perfecting the skills. Look for the effort.

source
HubSpot

If you see huge improvements, hire that person right away!

source
HubSpot

Once you hire the right person, you have to provide the right type of coaching.

source
HubSpot

Great sales coaches must be great observers.

source
HubSpot

Clearly communicate what you observed. Focus on what the sales rep did — not what he/she failed to do.

source
HubSpot

Don’t ask questions that may imply the rep did something wrong. Be objective.

source
HubSpot

Then explain what they did, and what happened as a result.

source
HubSpot

The coach should constantly find new ways to provide feedback and train sales reps.

source
HubSpot

Make sure you nail these tips, and you’ll be on your way to building the foundation for a world-class sales team.

source
HubSpot