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Need to hire salespeople?

How To Hire The Best Salespeople To Grow Your Business

You’re a successful CEO of a founder-led business. You’ve achieved product-market fit that’s showing great potential.  And you’re clear on the core customers that will drive your growth.  Now you need to hire the right salespeople to take you to the next level. And finding them isn’t an easy task.

Maybe you’ve already hired a sales organisation – but it’s underperforming, badly.  And you’re thinking, if I did this again, how would I do it differently? What would my expectations be and how would I measure success? 

Whatever your situation, you’re not alone.  Identifying the right salespeople for your scale-up is hard.  Really hard.  It’s a challenge I’ve faced many times in my career as Managing Director of three fast-growing technology companies. And now I’m coaching my clients through it.  The same misconceptions crop up time after time.


Moving House With PerchPeek, the AI Powered Relocation Agent

So many of us are waking up to the fact we no longer have to live where we work. COVID has shown us that we can be just as productive, if not more so, WFH. And Paul Bennett, co-founder and CEO of PerchPeek, the AI-powered relocation agent, is cashing in on this realisation. 

Prior to COVID, Paul and his co-founders set about trying to solve the problem of relocation, having suffered through the process themselves. They initially described their startup as the ‘Tinder for rental’, before pivoting the business in 2020, in response to the specific pain points many people experience when relocating.

“People tend to underestimate how many moving parts are involved in a relocation process from deciding the area, to finding your home, to shipping your stuff, to getting your transport, to settling in when you arrive, setting up your utility bills, council tax, bank account, finding friends, finding community.”

And so in this post-COVID, hybrid, closed offices, new normal world, if you’re considering relocation, perhaps you might want to draw on Paul and his colleagues’ expertise to get you to your dream location, and maybe without having to change jobs. 

“I think what people love, and you’ll see this in our reviews, is people just love having one place to coordinate and be guided by the relocation experts through all of those different verticals of the relocation.”

This is a fantastic conversation. We talk about everything from what’s going to happen in the world of employee engagement, to office space and the implications of that. As well as some of the lessons that they’ve learned in their own business, and how and why they do unlimited holiday and various other perks. 

We really enjoyed this conversation with Paul, we hope you will too.


Behind The Numbers: eMarketer Podcast

“Behind the Numbers” is a freewheeling, daily conversation about digital media and marketing, and how digital is transforming business—and even life. From eMarketer, the most comprehensive source of information on doing business in the digital world.


There is such a thing as too much freedom

It might seem a bit weird to be talking about the consequences of too much freedom at a time when so many of us have too little of it. What does freedom even mean when you’re hemmed in by work, family obligations, and, of course, a global pandemic?

What 150 Top CHROs Are Saying About Productivity After 2020

COVID-19 has changed the way CHROs think about engagement and productivity. Not only have they retooled their strategies for a remote and hybrid workplace, but they have also increased monitoring of engagement and productivity in response to prolonged uncertainty and upheaval.

Make Time for Small Talk in Your Virtual Meetings

It was an unusual confession from a CEO. “During my last staff meeting we must have spent 40% of the time talking about nothing,” Jorge said. “We were just hanging out, shooting the breeze, like the old days. It was one of the most enjoyable, productive calls we’ve had since we shut the office.” But afterwards, he went on to say, “a few people complained.”


Post Corona: From Crisis to Opportunity by Scott Galloway

The Covid-19 outbreak has turned bedrooms into offices, pitted young against old and widened the gaps between rich and poor, red and blue, the mask-wearers and the mask-haters. Some businesses, like Amazon and video conference software maker Zoom, woke up to find themselves crushed under an avalanche of consumer demand. Others, like the restaurant, travel, hospitality and live entertainment industries, scrambled to not become instantly obsolete. But the pandemic has not been a change agent so much as an accelerant of trends that were already well underway. In Post Corona, Galloway outlines the contours of both crisis and opportunity that lie ahead. While the powerful tech monopolies will thrive in the disruption other businesses, like higher education, will struggle to maintain a value proposition that no longer makes sense when we can’t stand shoulder to shoulder. Combining his signature humour and brash style with razor-sharp business insights, Galloway offers both warning and hope in equal measure.


The Age of Surveillance Capitalism by Shoshana Zuboff

The challenges to humanity posed by the digital future, the first detailed examination of the unprecedented form of power called “surveillance capitalism,” and the quest by powerful corporations to predict and control us. The heady optimism of the Internet’s early days is gone. Technologies that were meant to liberate us have deepened inequality and stoked divisions. Tech companies gather our information online and sell it to the highest bidder, whether government or retailer. Profits now depend not only on predicting our behaviour but modifying it too. How will this fusion of capitalism and the digital shape our values and define our future? Shoshana Zuboff shows that we are at a crossroads. We still have the power to decide what kind of world we want to live in, and what we decide now will shape the rest of the century. Our choices: allow technology to enrich the few and impoverish the many, or harness it and distribute its benefits.


MEANINGFUL ACTION FOR MONDAY

Avoid the ‘sh*t sandwich’

There’s a common belief that feedback should be delivered in the form of a sh*t sandwich – two pieces of positive reinforcement wrapped around a turd of criticism. I don’t think that works.  One of two things happens – either they’re so overwhelmed by your criticism that they don’t remember your praise or the opposite. Separate the feedback. Going back to the Gallup Q12 measure of employee engagement, every one of your team should recall praise in the last 7 days. And feedback should be given as often as necessary.  Take radical candour as a framework and don’t bring positive and negative together.  Ask yourself why you feel you need to balance the two each time?  Recognise it’s about you, not them.  Giving negative feedback makes you feel bad. Remember, feedback should always be in service of others. Sit them down.  Ask them if now is a good time to give them some feedback (and if it isn’t, don’t plough on regardless). If it’s making you feel bad, tell them that it’s difficult for you.  This will encourage empathy and trust. And then give it to them straight.


Upcoming Events

SCALING UP BUSINESS GROWTH WORKSHOP – (POSTPONED, DATE TBA)

When the going gets tough, attitude trumps everything. Don’t let COVID-19 beat you into the ground and take your business. Treat this pandemic as an accelerator. The “one thing” you’ve been looking for to pivot, re-evaluate or simply get shit done. Join us on our farm in Wiltshire to walk through our Scaling Up growth programme. 


Quote of the week

“Sales are contingent upon the attitude of the salesman – not the attitude of the prospect” 

W. Clement Stone

Dominic Monkhouse

Dominic offers business coaching and management development, strategy planning and organisational change, using tried and tested methods to launch your organisation onto an unparalleled growth trajectory. His programme is a function of his broad experience, his deep expertise and a proven process used by over 2,700 firms worldwide.


    F**k Plan B

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    Sign up today to get your copy of F**K PLAN B: How to scale your technology business faster and achieve Plan A, the book that will change your business and your life.