Sales
This document provides details on the various paths available for Sales team members and the expectations at each level.
Business Development Representative
A Business Development Representative (BDR) is responsible for bringing in qualified leads. They find prospective customers, reach out to gauge people's interest in Rocketium’s products, and set up meetings for Account Executives.
Levels
BDR
Senior BDR
Responsibilities
Knowledge
👍 Meets expectations - Understands our product and the various use-cases well. Is able to link product features to customer pain points.
🏆 Exceeds expectations - Has a deep understanding of nuanced use-cases. Spends time with marketing and design team members to learn about problems first hand. Comes off as an expert in conversations.
Communication
👍 Meets expectations - Emails are crisp and personalized. Experiments constantly to improve results. Builds creative sequences. Cold calls are smooth and sound more like a conversation than a sales pitch. Demonstrates a deep sense of empathy for the prospects challenges and is honest about our ability in solving them.
🏆 Exceeds expectations - Email writing skills are exceptional. They follow high standards of outbound sales communication mixed with creativity. Personalization triggers are on point. Cold calls are smooth and highly personalized. Is able to establish a rapport. Provides guidance to other team members and enhances their emails / cold calling.
Operations
👍 Meets expectations - Organizes and prioritizes lead and account lists. Has a good hold on outreach activities and ensures they are regularly completed. Uses LinkedIn to engage with prospects and post stories. Constantly optimizes the process based on results. Research skills are impeccable. Identifies the right prospects and personalization triggers.
🏆 Exceeds expectations - Distills the entire outbound process into a science and has optimized the schedule to deliver bast outcomes (calling times, emailing times). Has built a brand on LinkedIn talking about the issues and challenges of prospects. Is able to smartly pick up activities that are high ROI. Research skills are impeccable. Uses research in creative ways to capture attention.
Attitude
👍 Meets expectations - Is highly motivated and constantly tries to improve performance. Constantly experiments with tactics. Is resilient during bad days. Is able to seek help and guidance as needed. Seeks training to improve the craft.
🏆 Exceeds expectations - Is able to motivate others in the team. Someone who the team looks up to. Collaborates closely with cross functional teams to drive improved performances. Constantly focuses on learning outside of conventional means.
Target achievement
👍 Meets expectations - Hustles to hit targets. Plans well to ensure targets are achievable. Escalates to senior team members if targets seem unrealistic.
🏆 Exceeds expectations - Is able to consistently hit and overachieve targets. Is able to work with senior leadership to drive target achievement throughout the team.
Account Executive
Once you have some experience in sales, an account executive position is a natural next step. This role is focused on figuring out prospective customers' needs and entails giving demos, running presentations, educating leads on a product or service, addressing a buyer's questions, figuring out exactly what people need to convert, and finalizing the sale.
Levels
Account Executive
Senior Account Executive
Responsibilities
Knowledge
👍 Meets expectations - Everything that is expected from a BDR.
🏆 Exceeds expectations - Everything that is expected from a BDR. Is not just a subject matter expert, but also able to use this knowledge to build a partner / influencer network.
Communication
👍 Meets expectations - Email writing skills are exceptional. They follow high standards of outbound sales communication mixed with creativity. Cold calls are smooth and highly personalized. Is able to establish a rapport. Demos are structured well and are personalized based on a well informed discovery. Is able to handle objections around pipeline, opportunities, sales plan, and targets. Is able to inspire confidence in sales plan.
🏆 Exceeds expectations - Emails and calls are guided by a deep understanding of the customers' specific context and pain points. Is able to mix follow ups and engagement tactics well to further along the sales process. Demos are a high-bandwidth conversation. They are educational and build a sense of urgency amongst prospects. Provides guidance to other team members and enhances their emails / calling. Has built a brand on LinkedIn talking about the issues and challenges of prospects.
Operations
👍 Meets expectations - Everything that is expected from a BDR. Uses LinkedIn to engage with prospects and post stories.
🏆 Exceeds expectations - Everything that is expected from a BDR. Is able to use CRM metrics to closely track pipeline movement
Stakeholder management
👍 Meets expectations - Is easily able to work with BDRs and peers to generate opportunities. Works well with various internal teams. Is able to clearly map users, product validators, and approvers. Works well with each one of them to drive the sale through the funnel. Is on top of the sold accounts and is part of all QBRs and renewal discussions.
🏆 Exceeds expectations - Is able to collaborate with BDRs and peers to influence the broader sales goals of the team. Is able to champion the cause of other teams. Builds deep rapport with customer stakeholders and sets the right expectations with each one of them. Is able to preempt hurdles in closures and works with internal / customer stakeholders to overcome them. Works closely with Customer Success to secure referrals.
Attitude
👍 Meets expectations - Everything that is expected from a BDR.
🏆 Exceeds expectations - Everything that is expected from a BDR.
Target achievement
👍 Meets expectations - Everything that is expected from a BDR.
🏆 Exceeds expectations - Everything that is expected from a BDR. Is able to close large enterprise accounts. Is able to use data to accurately forecast target achievement.
Business Development Manager
As a Business Development Representative (BDR) Manager, your job is:-
Lead a team of BDRs to create qualified opportunities for the sales team
Train other members of the BDR team
Take on operational and administrative tasks to help the BDR team perform and exceed expectations.
You will be a source of knowledge and best practices amongst the BDRs, and will help to train, onboard, and mentor new BDRs with the help of the BDR Enablement team.
Levels
Team Lead
BDR Manager
Senior BDR manager
Responsibilities
Knowledge
👍 Meets expectations - Everything that is expected from an AE.
🏆 Exceeds expectations - Everything that is expected from an AE.
Operations
👍 Meets expectations - Plans operational activities of the team well in advance to ensure operations are running smoothly. Plans are extremely structured an organized. Reviews activity metrics on a daily basis and measures the relevant leading KPIs. Uses check-ins and meetings to provide guidance, review metrics, and address blockers. Works closely with cross functional team like Marketing and Account Executives to further business development objectives.
🏆 Exceeds expectations - Has the operations of the team distilled down to a science. Is proactively analyzing metrics to identify bottlenecks. Constantly seeking outside in perspectives to improve the process and technology used. Builds a business case for top management. Is always on the look for identify new channels for business development and operationalizes the required processes. Continuously uses data to analyze various cuts of information to present trends and opportunities to the rest of the team.
Coaching
👍 Meets expectations - Is able to identify, interview, and recruit sales talent. Raises the bar with each new hire. Creates sales development resources including ICP, call scripts, and prospecting emails to ensure the consistency and effectiveness of our messaging. Heavily documents learnings, insights, and supporting material. Schedules weekly 1:1 with team members to go over emails and call recordings. Works with BDRs towards their individual career goals. Constantly shares best practices and tactics with the team.
🏆 Exceeds expectations - Is deeply vested in BDR’s career aspirations. Builds individual plans for their growth. Uses tools and advanced techniques to collects insights on email scripts and calls. Documents and shares learnings across the team. Is ferocious with structured documentation. Continuously records learnings. Is able to take average performers and give them the confidence and guidance to become exceptional. Has a strong brand on LinkedIn as a BDR leader. Is constantly writing about best practices and is a thought leader in the space.
Target achievement
👍 Meets expectations - Everything that is expected from an AE. Is able to ensure each member of the team is hitting their individual targets.
🏆 Exceeds expectations - Everything that is expected from an AE.
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