Dan Martell - How To Hire The Right SaaS Sales Person

00:00:00.000 Hi there.

00:00:00.500 I'm Dan Martell, serial entrepreneur, investor,

00:00:02.300 and creator of SaaS Academy.

00:00:03.560 And in this video, I'm going to teach you

00:00:05.000 how to hire an incredible salesperson for your SaaS

00:00:07.640 company and have them hit the ground running.

00:00:09.720 And be sure to stay to the end where

00:00:11.400 I share an exclusive resource that you can download

00:00:13.760 to build out your sales system.

00:00:30.000 When you're hiring a salesperson for a SaaS company,

00:00:34.800 these five characteristics are super important

00:00:37.300 to get it right.

00:00:38.400 The first thing you need to look for

00:00:39.520 is somebody who's dedicated to prospecting.

00:00:42.060 Yes, I know over time you're gonna have

00:00:44.340 your own lead gen process,

00:00:45.860 you're gonna have ways to generate qualified leads

00:00:48.140 for your salespeople,

00:00:48.960 so hopefully they're only spending

00:00:50.280 most of their week doing demos.

00:00:52.440 But in the early days, you only have one person

00:00:54.680 and their job is to beat the bush

00:00:56.640 and find the opportunities.

00:00:57.700 So having somebody that is okay with doing outbound emailing,

00:01:02.480 outbound cold calls, prospecting, going to events,

00:01:06.840 trying to see opportunities, that is something you're gonna

00:01:09.520 wanna test for and ask for in your early interviews.

00:01:12.180 Number two, have them define and follow a strict sales process.

00:01:16.660 So when you start off, you're doing everything.

00:01:18.580 You probably didn't write anything down.

00:01:20.160 So after you cross-train them, have them start creating

00:01:23.120 those checklists, those processes.

00:01:25.560 Make sure that they write out the scripts

00:01:27.460 for their phone calls, the templates for their emails,

00:01:30.120 and they're gonna continue refining that process

00:01:32.640 so that if they see opportunities to tweak it, they can,

00:01:35.180 but they've gotta continue following that strict system.

00:01:38.380 The third thing you wanna look for is somebody

00:01:40.520 that is excellent at social researching.

00:01:43.940 This means essentially being really good

00:01:46.640 at creeping on the prospects via Twitter, LinkedIn,

00:01:51.440 Facebook, and trying to find opportunities

00:01:54.320 to build rapport or commonality or other kind of needs

00:01:59.020 they might have expressed to on a blog comment or whatever,

00:02:02.420 but being a social researcher in today's world,

00:02:05.440 especially in sales, is absolutely important

00:02:07.900 to really make sure that the pipeline

00:02:09.760 and the conversations move forward.

00:02:11.500 The fourth thing is they need to be curious

00:02:13.740 about the customer's problems.

00:02:15.540 There's nothing worse than having somebody

00:02:17.940 that you're talking to from a customer's point of view

00:02:19.920 and just feel like all they care about

00:02:21.880 is selling me their thing and they never once ask about my

00:02:25.680 needs and my situation and my goals and I think that just

00:02:28.720 inherently a great sales person is gonna have that

00:02:30.980 characteristic.

00:02:32.060 Number five, they add value to every interaction.

00:02:35.520 This is the most important one.

00:02:36.820 As you probably know, most sales happen in the follow up so as

00:02:40.200 they're reaching out to a customer, as they're having

00:02:41.640 a conversation, maybe they're chatting with them,

00:02:43.340 they're always saying, hey, have you had a chance to review my

00:02:45.740 proposal or talk to your team but also did you see this thing

00:02:50.040 that might add value to your life because in the last call

00:02:52.300 you mentioned X and that to me is the most important

00:02:56.040 characteristic of a great salesperson.

00:02:58.240 Number six, they leverage micro moments.

00:03:02.120 The whole point of sales is being efficient

00:03:05.160 and as you're prospecting, as you're talking to customers,

00:03:07.560 as you're doing demos, you're gonna have these little

00:03:09.820 seven minute windows of opportunity to jump in there,

00:03:12.800 look at your pipeline and respond to emails,

00:03:15.400 respond to prospect opportunities and I think that

00:03:18.060 the best salespeople I've ever met.

00:03:20.200 They're just really good at managing those micro moments.

00:03:24.000 To quickly recap, number one,

00:03:25.960 they are dedicated to prospecting.

00:03:27.700 Number two, they define and follow a strict sales process.

00:03:31.440 Number three, they are social researchers.

00:03:34.440 Four, they're curious about the customer's needs.

00:03:38.440 Five, they add value to every interaction.

00:03:42.120 And six, they can leverage those micro moments

00:03:45.120 like nobody's business.

00:03:47.460 As I mentioned, I want to leave you with a gift.

00:03:49.800 This is the follow-up formula process.

00:03:52.400 The link is below where you can download not only the training

00:03:54.840 video but also my worksheet so you can define the content and

00:03:57.940 the timing sequence to have all your salespeople follow the

00:04:01.800 exact same process.

00:04:03.300 If you like this video, be sure to click the like button below.

00:04:06.580 Share with your friends and be sure to subscribe.

00:04:08.540 As per usual, I want to challenge you to live a bigger

00:04:10.680 life and a bigger business.

00:04:11.880 And I'll see you in the next video.

00:04:14.220 Oh, I've got to do that again because I've got to put it all together.

Dan Martell - February 19, 2018

How To Hire The Right SaaS Sales Person

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