Building the Highest Performing Sales Team

Stephen Higgins (Principal Sales Manager at HubSpot)

1) How do you keep Sale reps motivated?

With recognition. He is always trying to give attention to those who are giving good behavior.

2) What do you look for when hiring a great sales rep?

• Identify a diverse person. It is important to always have a diverse Team with different opinions. Who would be a good fit in your Team?
• Which Person inspires you and your Sales Team?

3) Do you feel an individual- or team-based comp model drives better results?

An Individual based Comp Model drives better results.

4) How does an Ideal Sales Process look like?

A clearly defined Sales process is very important. All steps of this process need educated assets, who know what they do. The goal in every step is that customers can learn something new.

5) What are some of your favorite features, tools, processes or automations in HubSpot that can be leveraged by both the Sales and Marketing teams to create synergy?

The use of Playbooks.

6) How can you motivate the Sales team other than a pay raise? 

You have to think about what drives the person, to figure out how to motivate them.

7) What has been something that worked this year in this environment that perhaps was a surprise?

Working from home and which impact this has on the workers. Because of home-office people today are more relaxed. Surprise for Stephen was how ready we were for office at home. It would be best to prove your features, so businesses can easily work from home.