The Sales Acceleration Formula 

Using Data, Technology, and Inbound Selling to Go from $0 to $100M!

Mark RobergeChief Revenue Officer, HubSpot@markroberge

3 | @markroberge

My mission as a sales executive

MISSIONPredictable, scalable revenue growth

STRATEGYIf I can…1. Hire the same type of successful sales person2. Train the sales people in the same way3. Provide each sales person with the same quantity and

quality of leads4. Have the sales people work the leads using the same

process

…then I will achieve my goal.

4 | @markroberge

#1: Hire the same type of successful sales person

5 | @markroberge

What do you look for in a sales

hire?

6 | @markroberge

The ideal sales hiring formula is different for

every company…

but the process to engineer the formula is the same.

7 | @markroberge

Engineer Your Own Sales Hiring Formula

8 | @markroberge

Which criteria scored highest for us?

INTELLIGENTor

COACHABLEor

CURIOUS

9 | @markroberge

The HubSpot Sales Hiring Formula

Coach-ability

Curiosity

Intelligence

Work Ethic

Prior Success

10 | @markroberge

#2: Train your sales people in the same way

11 | @markroberge

A “ride-along” training strategy is neither scalable

nor predictable.

Most top performing sales people succeed in their

own unique way.

12 | @markroberge

Components of Predictable, Scalable Sales Training

The Sales Methodology1. Buyer Journey2. Sales Process3. Qualifying Matrix

Use exams and certifications to measure quality and consistency coming out of training

13 | @markroberge

Train Sales to “Live” in your Prospects’ World

14 | @markroberge

Set Them Up to be Thought Leaders

15 | @markroberge

#3: Provide sales people with the same quantity and quality

of leads

16 | @markroberge

How do you buy?Cold Call?

Cold email?Google?

Social Media?

17 | @markroberge

Modern Lead Generation: Inbound Marketing

BLOG SEO SOCIAL MEDIA

18 | @markroberge

“JOURNALISTS” hold the keys to the future of Demand Generation

19 | @markroberge

Create Your Content Engine

20 | @markroberge

Create Your Content Calendar

1

eBook w/ LP / Month

21 | @markroberge

4

Blog Posts / Month

Create Your Content Calendar

1

eBook w/ LP / Month

22 | @markroberge

Create Your Content Calendar

4

Blog Posts / Month

FB Posts / Month

8

1

eBook w/ LP / Month

23 | @markroberge

Create Your Content Calendar

4

Blog Posts / Month

FB Posts / Month

8

Tweets / month

16

1

eBook w/ LP / Month

24 | @markroberge

Create Your Content Calendar

4Blog Posts / Month

FB Posts / month

8

Tweets / month

16

1

eBook w/ LP / Month

25 | @markroberge

The Marketing SLA

* Data has been altered from actual HubSpot data for the purposes of this presentation

Buyer Journey State

Customer Conversio

n %

Revenue per

Customer

Lead Value

Problem Education

1% $40K $400

Solution Research 5% $40K $2K

Solution Selection 20% $40K $8K

Small Business Persona

Buyer Journey State

Customer Conversi

on %

Revenue per

Customer

Lead Value

Problem Educatio

n2% $200K $4K

Solution Research 6% $200K $12K

Solution Selection 25% $200K $50K

Mid-Market Persona

Buyer Journey State

Customer Conversi

on %

Revenue per

Customer

Lead Value

Problem Education 3% $700K $21K

Solution Research 10% $700K $70K

Solution Selection 30% $700K $210K

Enterprise Persona

26 | @markroberge

* Data has been altered from actual HubSpot data for the purposes of this presentation.

1 2 3 4 5 6 7 8 9 10 11 12 13 14 15

Small Business Mid-Market Enterprise

Sales Attempts

Pro

fita

bil

ity

The Sales SLACalculate the ideal number of sales attempts for each type

of lead

27 | @markroberge

Daily Accountability for the SLA

* Data has been altered from actual HubSpot data for the purposes of this presentation

1-Sep 5-Sep 9-Sep 13-Sep 17-Sep 21-Sep 25-Sep 29-Sep0.0%

20.0%

40.0%

60.0%

80.0%

100.0%

120.0%

Plan Actual

Measure progress on the Marketing SLA each day

28 | @markroberge

#4: Have sales people work the leads with the same

process

29 | @markroberge

Coaching: Golf vs. Sales

30 | @markroberge

“Metrics-Driven Sales Coaching”

Use metrics to diagnose the skill deficiency. Customize a coaching

plan.

Implement a metrics-driven sales culture

* Data has been altered from actual HubSpot data for the purposes of this presentation

Each Color Represents a Different Sales Rep

“Peel Back the Onion” for More Insight

* Data has been altered from actual HubSpot data for the purposes of this presentation

Lead-Worked-to-Connect Ratio

Connect-to-Demo Ratio

Implement a metrics-driven coaching culture

Morning

Afternoon

1st Day of Month 2nd Day of Month

VP Meets with Director Review Skill/Development

Plans for each sales person

Director Meets with Manager Review Skill/Development

Plans for each sales person

Manager Meets with Sales Person Discuss qualitative

performance Review individual metrics Co-Create Skill/Development

Plan

Sales Person / Manager Independent Reviews Think through qualitative

performance Review individual metrics Think about Skill/Development

Plan

34 | @markroberge

All proceeds go to

Questions?

Mark RobergeChief Revenue Officer, HubSpot@markroberge

Say goodbye to manual tasks and confusing features. Say hello to

HubSpot CRM.

Take back your inbox with tools that make email better for everyone,

including salespeople.

www.hubspot.com/sales www.getsidekick.com