Women in Sales Blog

Have Bad, Unhelpful Sales Reps Killed Prospecting Responses for the Good, Helpful Sales Reps?

Posted by Ali Powell on Oct 14, 2015 12:07:09 PM

Lately I have been thinking a lot about how I can take the skills that I have learned by being a sales rep in a fast growing market to help other sales reps sell better and smarter at the right times. The one thing that has always ringed true to me is that sales must be helpful. The leading indicator of a good sales rep is someone who is helpful for their prospects and companies that they are working with. 

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Topics: sales tips, smart sales, sales reps, smart sales process, smart sales rep

Motivational Sales Quotes Don't Work, What Works is Hiring Naturally Motivated Sales Reps

Posted by Ali Powell on Oct 7, 2015 9:03:31 PM

Someone asked me today,
"Ali, how does HubSpot motivate their sales reps?"

I quickly responded. It didn't take me much time to think about this. 

My personal stance on this is that it is not your company's job to motivate you as a sales rep.

It is your job to motivate yourself to do a good job at selling for your company. If you don't feel motivated to sell what you sell then you are likely at the wrong company. Motivation is an internal thing. It is something that you just have or don't have. As a naturally motivated sales rep you should have this fire inside of you to get things done and work hard. This motiviation should not come from others, it should come from you. 

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I don't feel like sales reps need to be motivated if they are in the right sales job and selling what they naturally (as a person) care about selling. Sure everyone has a bad day, a bad week, a bad month...BUT you should definitely feel motivated on your own to sell what you sell. If you don't then you are in the wrong place. 

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Topics: how to stay motivated, startup sales, sales reps, sales motivation, saas sales, newbie sales reps

Framework for a Sales Rep Mentoring a New BDR or SDR in the First Few Weeks on the Job 

Posted by Ali Powell on Jul 28, 2015 2:23:31 PM

I have always worked with BDRs here at HubSpot. A BDR at HubSpot is the position a person would take early on in their career (for the most part) to begin a career in sales. I started at HubSpot as a BDR (one of the 1st ones, there were 2 of us actually and we are both still here!) 5 years ago as of August! Thought I would share some of my secrets to "managing" or mentoring or teaching a new BDR that has come onto your sales team. This is going to be more specific to a software sales process but I hope it helps sales reps and sales teams in other industries as well. 

1st week Mentoring and Training a new BDR or a new SDR as a sales rep 

  •  Obviously introduce yourself to them. Take the BDR for coffee or lunch to get to know them. I would suggest just starting those conversations very broadly and getting to know each other. You will want to ask about each others backgrounds, why you do what you do and what you want to do in the role. Make this conversation the foundation for the beginning of your relationship with each other. 
  • One of the first things you should do is open up a Google Doc with the BDR and the sales rep. That will help leave the lines of communication open. Ask the BDR to share questions on here from things they are learning as they get started in the new job. You as the sales rep can then comment here on the questions they have. I would share this document with the manager of the BDR as well if you are not the end manager. This will allow everyone to be on the same page for 1-1s later on as you start to have them. 
  • Set boundaries at the beginning with the BDR. Explain to the BDR how you want to work with them and what you expect of them in return. 
  • Explain how your day works so they understand what you do and how you would like to support them. 
  • Learn about how your BDR likes to learn and how fast or slow they go at learning new things. Match your speed to them. 
  • Make sure you know what their schedule is like and what the training team has them doing that week, month, etc. Make sure you as a sales rep mentoring and teaching them know what your company is teaching them. Add to the training with your own twists and tricks but make sure you let your training team do their job. 

Make sure that you think about what this person wants to learn and make sure you keep communication open as they get going on their new job. BDRs are like sponges. They typically want to learn a ton and are enthusiastic to get going. It is your job as a sales rep to teach them everything you know and help them to do their job the best way they possibly can early on.

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Topics: sales prospecting, women in sales, more women in tech, more women in sales, sales reps, bdr, bdr tips, sdr, today's great sales rep, SDR tips, how to manage a bdr, how to mentor a bdr

The Make Up of Today's Great Sales Rep & What You Should Look for in Recruiting for Sales Reps

Posted by Ali Powell on Jul 9, 2015 11:07:42 AM

What makes today's great sales reps? 

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Topics: today's sales rep, sales reps, great sales rep, smart sales rep

Why You Should Use Website Chat as a Lead Generation Source & a Promotion Path to BDR or SDR in Your Sales Org

Posted by Ali Powell on Apr 14, 2015 9:23:00 PM

Inbound chat is really a wonderful way for people on your website to reach out to your company without having to pick up the phone. Make sure you have a chat option on the bottom of your site so when people are on your website they can chat in to someone quickly. Having chat on your site also enables someone from your company to ask that person a question like, "can I help you with anything?" or "do you have any questions about what you are reading." It is a great way to start the conversation with a potential prospect and put a human element to it. 

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Topics: sales skills, sales coaching, sales tips, sales prospecting, sales process, sales women, sales reps, sales help, bdr, bdr tips, sdr, website chat for lead gen

1 Quick Way to Incorporate Inbound Marketing Practices into your Traditional Outbound-driven Sales Team

Posted by Ali Powell on Apr 9, 2015 11:47:43 AM

I naturally think very "inboundy" about business. That is because I work for the most inboundy company there ever was. We started the movement on inbound marketing and over the years selling our marketing software to mostly SaaS and technology companies I have learned that the transition from a traditional sales minded organization to a more inbound marketing mentality for sales can be tough to swallow and begin. 

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Topics: sales skills, sales tips, outbound sales timing, sales prospecting, sales process, today's sales rep, sales reps, sales help, sales tricks, sales best practices, smart sales process, inbound sales, how to make sales more inbound

Every Prospect You Decide to Work Should be a Well Researched, Good Potential Fit

Posted by Ali Powell on Apr 8, 2015 4:16:00 PM

You should decide to work a company for a reason. The reason/s should be well researched and make you think that your products or services could be timely and helpful for the lead.

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Topics: sales skills, sales tips, smart prospecting, smart sales, smart research, sales reps, sales help, sales tricks, smart sales process, using linkedin for sales

Monthly Sales Quota Means that there is always a Next Month as a Fresh Start

Posted by Ali Powell on Dec 16, 2014 4:35:00 PM

I was talking with my colleague at a get together the other night about the feeling we have when we hit quota. We started talking about monthly quotas, quarterly quotas and yearly quotas and what people outside of sales really thought about sales reps and quotas. We had a discussion with sales people, marketing people and operational people about what it feels like hitting quota as a sales rep. 

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Topics: sales coaching, sales tips, monthly sales quota, sales process, women in sales, sales women, sales reps, sales help, get more women in sales, hitting quota

Selling Based off of Diagnosing Pain vs. Diagnosing Potential the Prospect Doesn't Realize is There

Posted by Ali Powell on Jun 4, 2014 4:00:00 PM

I read an article today that was listed on a sales group I follow on LinkedIn about selling for pain/need vs. selling for objectives. You can read the article here to see how this triggered me to write this post. 

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Topics: sales skills, sales tips, saleswomen, today's sales rep, sales rep best practices, sales reps, problem solving

Last Week of the Month, You are a Sales Rep & You Haven't Hit Quota.

Posted by Ali Powell on May 29, 2014 3:44:00 PM

Desperation in sales sucks. I really hate the feeling like I am failing. It is not just because I feel bad about myself but it is because I know that it will impact me in my job. When I feel bad, my work is bad.

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Topics: sales coaching, last day of the month as a sales rep, last week of the month, sales rep best practices, sales reps, motivational tips for sales reps, sales help

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