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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 Leto

Director, Americas Inside Sales

F5 HIRING AND RETENTION BEST PRACTICES

F5 Americas Inside Sales Team

52 Inside Sales Representatives

4 Direct Inside Sales Managers

3 Inside Sales Systems Engineers

10 Reps Departed F5 in Last 3 Years

7 Reps Promoted Within F5 in Last 3 Years

11 Additive Headcount in Last 3 Years

3-4 Week Average Time to Fill Open Positions

Identifying Candidates

• Referrals from Internal F5 Employees

• LinkedIn Searches by Managers

• Shown Prior Interest in F5

• Former Candidates

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?

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

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: