Get a perspective on a day in the life of your sales rep team with Slay Huff.
Slay is CommercialTribe's Business Development Manager, helping to drive the team's scheduled visits and front-line sales strategy. CommercialTribe's Business Development team is designed like a Sales Development or "scheduling" team, a vital role in ensuring that the right messaging and insights reach a prospect and that the team articulates value. Slay has worked with CommercialTribe for a year, the first member of a rapidly growing sales team. You can connect with Slay on Twitter and LinkedIn.
My morning always starts with coffee, but not too long after that, my focus turns to conversing with my prospects. They are essential to me hitting my goal, so it makes sense to place my attention on them first. Research seems to agree that prospects are most receptive before they get into their day, so getting in touch with them over a call or email first thing is vital. At the same time, I’ll check back over my other prospects in Salesforce and make sure that I’ve been in touch with them recently. My hope is to strike a balance of professional persistence.
Just before lunch, prospecting starts. We break it down by a lot of different buckets: role, location, industry. That helps us make sure that our messaging actually sticks with the exact person we contact and has value. A big part of prospecting is planning this out ahead of time, and we use the pre-lunch downtime to work together and align as a BDM team. We track it all in Salesforce, HubSpot, and latelt, ToutApp. Lunch is pretty simple, an Illegal Pete’s burrito.
I like to end the day like I started it. The afternoon is spent reviewing recent messages and prospects, seeing how I can reach back out and strike up a conversation. There’s never a bad time to have the right conversation.
The weekly plan follows a similar kind of setup: segmenting, developing impactful messaging, and equal time spent actually making interactions. We segment heavily, focus on the best outreach times, identify pain points, read breaking market research and news, and engage with prospects on social (check out @slayhuff), and with a few custom SFDC fields, we can get this all automatically. The more I can do to develop my own skills and drive more insightful conversations, the better. We also do a weekly practice SpotCheck with CommercialTribe, alongside Upskilling exercises.
I really have two goals at CommercialTribe. The first is the business goal – engineering to the number. Our team doesn’t succeed unless we build out our pipeline. Personally, I want to develop the skills and knowledge to have value adding conversations that reshape an individual’s thinking. The most important part is just persistence – getting there takes time and effort.
To get there, I practice. I tend to relate everything to sports, and practice makes sense – I think athletics provides an interesting perspective into sales. There are plenty of different ways to practice – by myself, with the team, even in the game – but in order to earn that right to actually play, I have to put the work in ahead of time. It’s the same thing in sales. If I want to get on the phone and sell, I need to put in the time to perfect my skills.
The same goes for new insights and messages. Things change pretty quickly, especially at CommercialTribe, and we often have to fit new messaging into our conversations. Usually, I watch what our VP Sales, Jonathan Palay, does before I try it out myself. If it works for him, I know it can work for our team. I’ll start to put it into my call strategy, test it out, and adjust it until it works or fails. I really view myself in the sales team as an individual contributor, with the goal of aiding the Sales Directors and ensuring they get into the right places within the right organizations to drive CommercialTribe forward.
Above all, the most important thing in my role is what I take to prospects. I rarely get a second chance – there are no do-overs in sales. There is no other time to relate value to someone outside of that first 30 seconds. I have to be well prepared with the right messages and right timing to make it resonate, and that’s challenging. If I can get it right, we can hit the number and make something great.