Processes - The Sales Evangelist

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Anna Talerico, Beacon 9, Donald Kelly, Hiring

TSE 874: Sales From The Street: “Growing Account Executives”

Anna Talerico, Sales From The Street, Growing Account ExecutivesWhen Anna Talerico needed account execs, she discovered the hard way that growing account executives is much easier than finding them. Prior to the discovery, she spent a lot of time recruiting AEs without a lot of success. She kept hiring the wrong people.

On today’s episode of Sales From the Street, Anna Talerico tells us how growing account executives breeds more success for companies that do it well.

Anna co-founded Beacon9 to help SaaS companies grow faster and more efficiently. She shares her experience today so that we don’t have to reinvent the wheel; we can learn from her experience and apply what she learned to our own situations.

Find the right people.

In the beginning, Anna said she wasn’t as strategic as she could have been. She hired SDRs but discovered they were never going to become AEs. Some weren’t good fits for the company. Some just didn’t have the right skillset to become AEs.

She realized she had to find people who would be ready to be AEs within a year. Anna also recognized that they needed a specific kind of person.

The difference was night and day when she shifted her recruiting efforts.

Within a couple of months, she could see that her SDRs were developing. It wasn’t going to take two years for them to move into the new role; they were getting there much more quickly.

Breed more success.

When she focused on hiring entry-level people or people with some experience who were interested in sales, Anna found that there were plenty of diamonds-in-the-rough available.

Though it took a couple of years to implement the process, she found that they were successful where they hadn’t been before. She found people who weren’t ready to be AEs, but who had the skillset to learn the job.

The company found success and hit their quotas.

Then she discovered that her success bred more success because as she was recruiting new SDRs, she could demonstrate a path of mobility.

She took a holistic approach to the process, and it all came together. Anna called it rewarding to watch a program that they incubated produce effective AEs.

Have a process.

The biggest hurdle in sales recruiting is developing a repeatable process. Before you recruit, you must determine who is likely to be successful.

  • What are the characteristics you’re looking for?
  • What background would you like recruits to have?

Judge every candidate through the same lens so that everyone is viewed and measured the same way.

You cannot use an ad hoc approach. You have to know what skillset you’re looking for and be rigorous in following it.

“Growing Account Executives” episode resources

Connect with Anna Talerico at, or on Twitter @annatalerico.

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TSE 463: How Entrepreneurs Can Enhance Productivity By Systematically Growing Their Businesses And Increase Sales

TSE 463: How Entrepreneurs Can Enhance Productivity By Systematically Growing Their Businesses And Increase SalesAre you bogged down with so much stuff and admin work that you’re not seeing any increase in sales? As entrepreneurs and sellers, we have to systematically grow our business and have processes in place. Oftentimes, all you need to do is provide the right system. My guest today, Eric Taussig, gives us some great insights on how you can create the systems that can help you maximize and focus on your one thing.

Eric Taussig is the Founder of Prialto, a virtual assistance company that leverages the human cloud from their overseas offshore service centers to help amplify people by reinventing the executive assistant role enabled by technology and a global workforce.

Here are the highlights of my conversation with Eric:

The biggest issues entrepreneurs face in growing their businesses:

  • Difficulty in prioritizing the day due to constrained resources with imperfect information
  • Difficulty in deciding over what work you can do versus what you need to delegate

Ways to increase your productivity:

  • Trust and let go.
  • Do not mistake movement for progress.
  • Invest in other people.
  • Scaling is about believing in other people.

Strategies in growing your business:

  • Believe in what you’re building.
  • Your passion for what you’re offering to customers is what attracts people.

The power of having systems:

  • Do not overestimate the art of selling. Without systems in place, you’re never going to get the art.
  • Emotional intelligence is an absolute essential but you have to surround yourself with systems.

Strategies in developing your systems:

  1. Make sure you know who’s responsible for every activity.
  2. Know what tool you’re using to monitor that activity.
  3. Make sure your process is clear and that you have a single tool for each aspect of that process and any single person in charge of that.
  4. Have process junkies on your team and respect them.
  5. Give your people ownership so they’re invested with you.

How having a virtual team can help you become more productive:

  • You can hire people to manage your processes.
  • You can hire people who are more critical in driving the strategy and growth of your business.

Eric’s Major Takeaway:

Give to get. If you want your business up and running, give away the credit and ownership to  your people so they’d feel invested. Your goal is to build an entity that as many people in your team can see themselves fit. You’ll know you’re successful when your company can take on the inevitability of forward movement without you.

Episode Resources:

Connect with Eric Taussig through or send him an email at

The ONE Thing by Gary Keller and Jay Papasan

The 4-Hour Workweek by Tim Ferriss

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Scott Beebe, Sales Process, Donald Kelly, The Sales Evangelist

TSE 315: Leveraging Systems And Processes To Grow Your Business

Scott Beebe, Sales Process, Donald Kelly, The Sales EvangelistToday’s show is golden as we talk about leveraging systems and processes to grow your business. I am bringing in Scott Beebe on the show today.

Scott is the expert when it comes to processes, systems, and delegation. He serves heroic small business owners and liberates them from the chaos of working on the details and who are constantly putting out fires and walks them into a mindset of freedom to work on their business instead of spending a majority of their time working on the details of their business.

This episode offers a ton of great information so be sure stick with us. Take down some notes that you can apply to your own business.

Here are the highlights of my conversation with Scott:

How you can leverage systems and processes to grow your business:

  1. Develop a clear vision of where you ultimately want to go.
  2. Build the vehicle that will be able to take you to that vision.

The vehicle has many parts. Underneath the hood is an engine and within that engine are series of systems. Within each system is hundreds and thousands of little processes. In sales, you still have systems that drive what you’re doing.

  1. Step back and fall into the mindset of deep work.

What systems and processes need to be in place so you can ramp up your sales to a certain level that if you keep on haphazardly patching things together, you may never get to?

Barriers that keep people from putting systems and processes:

  • The pain of sitting down and doing it

What makes you great is taking the time to sit down and develop the back-end systems and processes. It will cost you time in the front end but will give you more time on the back end.

Rory Vaden’s 30x Principle

Take a 5-minute task and 30x that task = the amount of time you’re going to train somebody else to do that one task for you

Take a 5-min task over the period of 250 working days (1,250 minutes) = over 20 hours

Would you be willing to invest 150 minutes (2 1/2 hours) to get a yield of over 20 hours in one year?

That is equivalent to 70% on your time investment

Are you willing to make an investment that would yield 733% of that time investment in developing systems and processes so you can be a better salesperson?

Steps in creating processes for your business:

  1. Articulate your vision and your mission statement.

Articulate where you’re going. Scott calls this the “vision story” and ask yourself:

  • At what cost is it going to take for you to get to that point?
  • What do you want this business to look like 3, 5, 7, or 10 years from now?
  1. Articulate your mission statement.

A mission statement is your vision story miniaturized. It is a distilled version of your vision story. Highlight keywords within your vision story and put them together in a statement.

  1. Create your unique core values.

Then further distill all those words to 3-5 unique core values. These become your foundational principles. These values must be unique to you.

  1. Build up the necessary systems and processes.

The greatest myth in business today is “It’s just business.” Of course not. First, identify the systems you have in your division or business within your sales channel. In most businesses, sales itself is its own system.

  1. Leverage outsourcing.

Delegate database management to your virtual assistants. Train, train, train.

Things you need to train your VAs:

  • A place where you can document the process (ex. Google Drive)
  • Use Screencast-O-Matic for free or pay for Camtasia or ScreenFlow and record the process

Scott’s Major Takeaway:

Start with your vision story. You can have all your processes and systems but until you’ve got your vision story hammered out, you will only be running at 30-40% efficiency rather than a 80-100% efficiency.

Episode Resources:

Connect with Scott on    

Deep Work by Cal Newport

Take the Stairs by Rory Vaden

Rory Vaden on TSE 109




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The Sales Evangelist, Donald Kelly, Donald C. Kelly