- Become an expert in the Hatch product and its use cases.
- Understand your team - have individual 1:1s and understand the team dynamic; what’s working and what’s not.
- Communicate with leadership on the team needs, performance, outlook etc.
- Understand our clients - sit in on, and listen to/watch dozens of sales presentations and implementation calls to best understand prospect and client wants, common questions, and find opportunities to create video content to support and improve experiences for both employees and clients.
- Understand our current sales process, including our Salesforce environment.
- Know our competition and the industries we’re selling into (pricing, positioning, use cases).
- Comfortable in Salesforce and Hubspot
- Run the Perfect Demo to Sales Leadership
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Have Grit
Building an amazing company that delivers amazing products and brings value to the world, takes perseverance and grit. Don’t give up on your first, second, third or 10th try.
Have Ownership
Own everything you do - all the time. Be accountable and finish what you start. Don’t point the finger. Don’t make excuses. Don’t pass the buck.
Be Invaluable
Always be thinking about how to bring value. Every conversation and interaction with internal and external customers, you should be striving to bring value to that person or customer.
Be Customer-Obsessed
Make it your job, regardless of what your job title is. Think about things differently. Bring issues to the table, ask questions and help make things right, regardless of what your job title is.
Be a Learner
Have a thirst for learning and improving, ALWAYS. Strive to get better and always be improving.
Come With Solutions
Think about the problem or challenge and present solutions, don’t expect others to solve it for you.
Be Passionate
You can convey that passion in a professional way, but care deeply about your work and be passionate about everything you touch.
Have Urgency
If you’re lazy or comfortable with the status quo, you suck.
Be Collaborative
If you are an expert, bring your expertise. If you aren’t BUT you can support, listen and take in the experts feedback so you can help them accomplish their goals. Collaboration is a mindset that takes self awareness for EVERY situation.
Be Optimistic
Half the battle is looking at challenges through a different lens - approach everything through a positive and optimistic lens, where solving problems aren’t impossible and everything IS possible.
30 Days
60 days
- Refine and further create the SDR outbound sales motion - talk tracks, scripting, objection handlin,g and targeted List building.
- Outbound prospecting best practices.
- Analyze and possibly refine the minimum number of outbound activities per day via email and phone defined by sales leadership.
- Manage and track customer and transactional information in Salesforce.
- Report outbound activities including email, phone and LinkedIn to leadership.
- MQL, SAL and SQL reports weekly to leadership.
- Partner with marketing to help build lead generation through webinars.
- Partner with marketing and product for SDR team collateral - provide feedback on how collateral is received and make recommendations for future collateral to work on.
- Master our outbound sales motion
90 Days
- Hiring plan defined for the Sales Development team.
- Continuous training is very important. You should have defined and created a sales bootcamp for continuous training for the SDR team. Both setting themselves up for success in their current role and for a future role on the AE team.
- We’re growing fast - you’ll need to create a SDR team onboarding enablement plan to quickly ramp new hires within two weeks. Exceed monthly/quarterly demo and pipeline quota.
- Use lead generation tools to discover contacts and build targeted account lists Support Marketing-targeted lead generation initiatives