How to build and manage a sales team by Intercom
This is a summary of the manual from the Intercom team. They collected tons of intel from the market and combined it into one training manual.
The original source can be found at — https://www.intercom.com/blog/sales-team/
There are two approaches
“From the bottom up” — this is a free trial or a free plan that anyone in the organization can take advantage of and then buy.
“From top to bottom” is the classic sales on the organization and the subsequent product adage among employees.
The bottom-up approach is good for starting and for simplifying sales, but with this approach, the value of the product for the organization is not obvious, and after some time of initial ad sales, sales (among this organization) go to the plateau and for this you need sales (from top to bottom “). When the salesman shows the value of the product for the whole organization, and for the service, the revenue per customer is growing. (see a picture from Sales Productivity Gap).
Sales Candidate Assessment
It would be good to read The Sales Acceleration Formula by Mark Roberge, Chief Revenue Officer at Hubspot. Mark deduced that in order to succeed in a Hubspot sales team, a candidate must be good in five areas: learning ability, curiosity, work ethic (intelligence) and intelligence and past successes, and Mark evaluate these qualities when interviewing candidates and by total score makes a decision. (see the picture of Hubspot Sales Candidate Assessment).
Compensation strategy
When choosing compensation, try to shift from fixation in favour of bonuses for the result. The goal is to create an environment that encourages urgency and exactingness and encourages those who produce outstanding results. For the long term, this will be a benefit for your company, besides, you will have higher revenue and you can hire more sales.
Adjust the compensation system to how a customer buys your product or a product of your type — if a customer buys a basic plan and then purchases up sells, encourage your sales for up sells as well as for the initial purchase.
Base Salary / Variable Split
The manual even a link to how to calculate salary and compensation depending on the market and product conditions! (see the picture with Base Salary / Variable Split).
