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RECRUIT, HIRE, COACH, LEAD

Seattle Sales Leadership Roundtable

Co-Hosts:

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Ground Rules:

Engage, Exchange, Interact

Create a safe environment Respect confidentiality

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Future Meetings

Participants Hosts, Organizers Meeting Location Preferred Dates

Focus Topics [ Candidates ] Performance Management Sales Model & Organization Connected Sales &

Marketing Hiring & Recruiting Coaching & Training

During our discussion we tentatively agreed to our next meeting date in early February.

Several participants offered to host future meetings:

- Adobe - Tableau- Quantum

THANK YOU!

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Agenda Benchmark Performance Case Studies – F5 Networks

Recruiting Hiring & Retention

Diagnostic Coaching* Leadership*

Open Discussion Action Steps

*Due to time constraints, content from the “Coaching” and “Leadership” modules is not included in this deck and will be discussed at a future SSL Roundtable.

How do you define World Class sales performance? >87% of sales representatives are

achieving quota >17% year over year increase in sales

revenue >7% year over year improvement in lead

conversion rate Win/loss performance improvement of

>6% year over year

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Source: Aberdeen Group

HOW DOES YOUR SALES TEAM MEASURE UP?

2013 Inside Sales Top 5 Challenges

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Paul LetoDirector, Americas Inside Sales

F5 HIRING AND RETENTION BEST PRACTICES

8© F5 Networks, Inc.

F5 Americas Inside Sales Team

52 Inside Sales Representatives4 Direct Inside Sales Managers3 Inside Sales Systems Engineers

10 Reps Departed F5 in Last 3 Years7 Reps Promoted Within F5 in Last 3 Years

11 Additive Headcount in Last 3 Years

3-4 Week Average Time to Fill Open Positions

9© F5 Networks, Inc.

Identifying Candidates

• Referrals from Internal F5 Employees• LinkedIn Searches by Managers• Shown Prior Interest in F5• Former Candidates

10© F5 Networks, Inc.

Prescreening Candidates

1. What attracted you to the company?2. How does past experience relate to success with this position?3. Brief overview of best job ever and why.4. What would need to change with current employer to keep you there?5. What do you expect to be doing in this job?6. What life goals could you achieve through this position?7. Where did you rank in last 2 sales positions?

1. What criteria are you using?2. What could you have done to rank higher?3. What specifically did you do that put you at (near) the top?

8. What is the minimum OTE that you would expect for an inside sales position?

11© F5 Networks, Inc.

Retention Ideas

• Develop tiers to provide mobility within role• I/II• Senior• Lead

• Create training that advances knowledge• Offer opportunity to lead/participate in key projects• Request participation in feedback panels• Widely communicate “wins”• Career development effort• Show true passion for their success• Treat employees with respect and as professionals

12© F5 Networks, Inc.

devcentral.f5.com

facebook.com/f5networksinc

linkedin.com/companies/f5-networks

twitter.com/f5networks

youtube.com/f5networksinc

Future Topics – Candidates:

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Topic Topic Facilitator

Performance Management - Metrics, KPIs and Performance Measurement

Sales Management Career Development- Empowerment & Delegating- Promoting Reps into Manager/Lead Roles

Josh Vitello/Tableau

Connected Sales & Marketing

Coaching & Training Tres Cozine/dotAIN

Tools & Technology for Sales Scott Franklin/Quantum

Incentive Compensation Design

Managing Millennials Cathleen Poissant

Overlay Model – Segmentation For Sales Kirk Johnson/Lenati

Sales Metrics and Comp Structure Michelle McGowan/Adobe

The Changing Role of Sales Aimie Vargas/Zift Solutions

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THANK YOU!Seattle Sales Leadership Roundtable

Co-Hosts: