Building the Sales Machine (BTM) Event Series: we post clips of the best questions that where answered during our live events, so you can take the best ideas back to your teams and companies for further discussion.
BTM: How do you go from 1 to 2 sales people, and then from 3 to 4 and beyond?
Once we understood that this product could be sold, we needed to bring new people on to sell more
He could bring in 3-4-5 new businesses a day
Made a conscious decision to be an inside sales team
outside sales is typically more expensive
it’s hard to track what remote employees are doing
looked for confidence, ability, tenacity
The first 3-4 hires you make are going to be your sales leaders down the road
If you don’t believe they can be leaders, you made the wrong hires
These initial hires should be looking for opportunity to grow and become managers
Mistake: don’t try to hire to quickly or two quickly
Never hire a sales class that is more than 50% of the sales floor
Hiring too quickly will ruin your culture
When you bring in a class larger than the existing base, you can over power your existing culture.
Bryan Rutcofsky serves as Yext’s Vice President of Sales. He is responsible for managing the sales team as well as the grassroots growth of our industry sites. Bryan joined Yext from FDN Communications, a Florida based telecom company, where he was a top sales performer and served as a Sales Trainer and Sales Manager. His expertise in sales and mentoring new sales professionals has been a key part of the success of Yext. You can find him on Linkedin here, or on Twitter here.