HubSpot aims to achieve predictable, scalable revenue growth through standardizing its sales process. It does this by hiring salespeople with similar traits, providing consistent sales training, generating leads through inbound marketing, and coaching salespeople to work leads using the same metrics-driven process. Standardizing these elements of the sales process helps HubSpot scale while maintaining quality and consistency.

1. Building the HubSpotSales Machine
Mark Roberge
CRO, HubSpot
@markroberge

2. SAFE HARBOR
Thispresentationcontainsforward-lookingstatementsthataresubjecttorisksanduncertainties.Allstatementsotherthanstatementsofhistoricalfactincludedinthispresentationareforward-lookingstatements.Forward-lookingstatementsgiveourcurrentexpectationsandprojectionsrelatingtoourfinancialcondition,resultsofoperations,plans,objectives,futureperformanceandbusiness.Allforward-lookingstatementsaresubjecttorisksanduncertaintiesthatmaycauseactualresultstodiffermateriallyfromthosethatweexpected.Anyforward-lookingstatementyouseeorhearduringthispresentationreflectsourcurrentviewswithrespecttofutureeventsandissubjecttotheseandotherrisks,uncertainties,andassumptions,andthereforearenotguaranteesoffutureperformance.Youarecautionedtonotplaceunduerelianceonsuchforward-lookingstatementsbecauseactualresultsmayvarymateriallyfromthoseexpressedorimplied.Allforward-lookingstatementsarebasedoninformationavailabletoHubSpotonthisdateandHubSpotassumesnoobligationto,andexpresslydisclaimsanyobligationto,updateorreviseanyforward-lookingstatements, whetherasaresultofnewinformation,futureeventsorotherwise.

3. My mission as a sales executive
MISSION
Predictable, scalable revenue growth
STRATEGY
If I can…
1.Hire the same type of successful sales person
2.Train the sales people in the same way
3.Provide each sales person with the same quantity and quality of leads
4.Have the sales people work the leads using the same process
…then I will achieve my goal.

4. #1: Hire the same type of successful sales person

5. 5@markroberge
What do you look for in a sales hire?

6. The ideal sales hiring formula is different for every company…
but the process to engineer the formula is the same.

7. 7@markroberge
Engineer Your Own Sales Hiring Formula

8. 8@markroberge
Which criteria scored highest for us? AGGRESSIVEorCOACHABLEorCONVINCING

9. 9@markroberge
The HubSpotSales Hiring Formula
Coach-ability
Curiosity
Intelligence
Work Ethic
Prior Success

10. #2: Train your sales people in the same way

11. A “ride-along” training strategy is neither scalable nor predictable.
Most top performing sales people succeed in their own unique way.

12. 12@markroberge
Components of Predictable, Scalable Sales Training
The Sales Methodology
1.Buyer Journey
2.Sales Process
3.Qualifying Matrix
Use exams and certifications to measure quality and consistency coming out of training

13. #3: Provide sales people with the same quantity and quality of leads

14. 14@markroberge
How do you buy? Cold Call? Cold email? Google?

15. 15@markroberge
Modern Lead Generation: Inbound Marketing
BLOG
SEO
SOCIALMEDIA

16. “JOURNALISTS” hold the keys to the future of Demand Generation

17. Create Your Content Engine

18. Create Your Content Calendar
1
eBook w/ LP / Month

19. 4
Blog Posts / Month
Create Your Content Calendar
1
eBook w/ LP / Month

20. Create Your Content Calendar
4
Blog Posts / Month
FB Posts / Month
8
1
eBook w/ LP / Month

21. Create Your Content Calendar
4
Blog Posts / Month
FB Posts / Month
8
Tweets / month
16
1
eBook w/ LP / Month

22. Create Your Content Calendar
4
Blog Posts / Month
FB Posts / month
8
Tweets / month
16
1
eBook w/ LP / Month

23. #4: Have sales people work the leads with the same process

24. 24@markroberge
Coaching: Golf vs. Sales

25. “Metrics-Driven Sales Coaching”
Use metrics to diagnose the skill deficiency. Customize a coaching plan.

26. Implement a metrics-driven sales culture
* Data has been altered from actual HubSpotdata for the purposes of this presentation
Each Color Represents a Different Sales Rep

27. “Peel Back the Onion” for More Insight
* Data has been altered from actual HubSpotdata for the purposes of this presentation
Lead-Worked-to-Connect Ratio
Connect-to-Demo Ratio

28. 28@markroberge
I want an all-in-one sales enablement platform
Download our free app at www.getsignals.com

29. SEPTEMBER 15-18, 2014 BOSTON, MA
Boston Convention & Exhibition Center (BCEC)
4 DAYS OF INSPIRING EVENTS
5KEYNOTES
170+
SESSIONS
NETWORKING WITH 7,500+
PASSIONATE ATTENDEES
AND HUBSPOT PRODUCT EXPERTS
INBOUND’s purpose is to provide the inspiration, education, and connections you need to transform your business.
30+
BOLD TALKS
HAPPY HOURS
#INBOUND14

30. 30@markroberge
Follow SalesHacker-Watch for Free Copies of My Book
http://www.saleshacker.com/contact/

31. Questions?
www.getsignals.com
Mark Roberge
CRO, HubSpot
@markroberge