The entrepreneur (candidate 3) is my most desirable candidate.

In the first few years of HubSpot, we targeted marketing professionals. Therefore, my sales training goal was to teach our new sales hires what it was like to be a marketer. New sales hires did not spend their first few weeks in sales training, memorizing scripts and discussing objections. Instead, our new sales hires spent their first few weeks at

Intelligence: the ability to learn complex concepts quickly and communicate those concepts in an easy-to-understand manner.

The first step in establishing the Marketing SLA was to define when a lead would be qualified to be passed to the Sales team. This topic was covered thoroughly in Chapter 11. The decision to pass a lead to Sales is best derived from the Buyer Matrix.

“Hire the same successful salesperson every time.” (The Sales Hiring Formula) “Train every salesperson in the same way.” (The Sales Training Formula) “Hold our salespeople accountable to the same sales process.” (The Sales Management Formula) “Provide our salespeople with the same quality and quantity of leads every month.” (The Demand Generation F

New managers have an unrealistic perception of how much coaching they can actually do with each of their team members. They need to learn quickly that success as a manager is about the efficiency of their coaching—their ability to diagnose the issues, customize a coaching plan, and execute the coaching in a time efficient manner.

Step 2: Define an Evaluation Strategy for Each Characteristic

Evaluate a sales compensation design through the lens of three factors: Simple. Aligned. Immediate.

“Sales contests are an effective tool to drive short-term behaviors and build team culture within the sales organization.”