1. Building Your Culture Starts Now: How to Hire the Right Team from Day One @adamliebman #saleshackerconf 2. @adamliebman #saleshackerconf -130 employees -90 person sales team -Acquired for $100 million in June 2012 -#22 on Crain’s best places to work in NYC 3. The Do’s @adamliebman #saleshackerconf 4. The Do’s @adamliebman #saleshackerconf And the Don’ts 5. HIRING @adamliebman #saleshackerconf 6. Don’t hire before you’re ready @adamliebman #saleshackerconf How do you know when you’re ready? Working business model Repeatable process 7. Do hire in groups @adamliebman #saleshackerconf Peer-to-peer learning Bond from day 1 8. Do hire slow @adamliebman #saleshackerconf 100 --> 25 --> 10 --> 3 9. Don’t hang on to dead weight @adamliebman #saleshackerconf “No-Asshole” Policy 10. Don’t think you’ll get it right the first time @adamliebman #saleshackerconf 11. Do put a process in place from Day 1 @adamliebman #saleshackerconf 12. Do leave yourself room to be flexible @adamliebman #saleshackerconf 13. Do put more resources behind your people @adamliebman #saleshackerconf 14. Don’t wait to promote @adamliebman #saleshackerconf 15. CULTURE @adamliebman #saleshackerconf 16. Do create a place where YOU would want to work @adamliebman #saleshackerconf Your culture is an extension of yourself Talking about work is OK! 17. Don’t try to please everyone @adamliebman #saleshackerconf Homogeneity can be a strength People like people like themselves 18. Don’t try to motivate your salespeople Don’t manage your team @adamliebman #saleshackerconf 19. Do create an environment where motivated people can succeed @adamliebman #saleshackerconf Do lead your team 20. Leadership is the art of influencing others to complete a mission. The difference between management and leadership is inspiration. I have a dream, not I have a plan. @adamliebman #saleshackerconf 21. Do celebrate the wins @adamliebman #saleshackerconf 22. Thank You! @adamliebman #saleshackerconf adamjliebman@gmail.com

6. How do you know when you’re ready?
Working business model
Repeatable process

7. Peer-to-peer learning
Bond from day 1

8. 100  25  10  3

9. “No-Asshole” Policy

16. Your culture is an extension of yourself
Talking about work is OK!

17. Homogeneity can be a strength
People like people like themselves