When it comes to sales reps, you could say there are two kinds of employees - hunters and farmers. Hunters live to uncover and seize new opportunities while farmers are better suited to up selling and cross selling to an existing client base. While both are invaluable to a company, when it comes to surviving in lean times, the hunters are being hunted more than ever because of their ability to create new opportunities and see them through to profitability.
Treeline, Inc. specializes in bringing together top sales talent to meet the needs of businesses. They understand the business goals of their clients and help them to compose sales teams that help them meet their organizational needs. Different business goals require different candidate characteristics. If a business is focusing on increasing renewals to their services - they may wish to focus on hiring more sales "farmers" - sales teams that will naturally want to service an account for long-term account loyalty.
Meet Amanda Musto, the newest member of the Treeline team. Amanda recently graduated from Roger Williams University in May 2009, with a double major in Communications and English Literature. A proud member of "Generation Y", Amanda looks at social media, online marketing as a "way of life".
The new market has created several new market trends for 2010, however one of the most significant trends we see here at Treeline is found in the technology industry. Our technology clients are currently the most aggressive when it comes to hiring sales professionals and the majority of our open roles are for software companies. They certainly have the most urgency and are the most progressive to adapt in the new market. They have adopted many new sales strategies that have proven to be not only effective but efficient. The majority of the changes have been in the structure of the sales team. The traditional technology sales force is comprised of a lead generation team, inside sales team and a field sales team. In the late 90's and for the decade that followed many technology companies built a very large field sales presence. Over the years, we have helped many companies build large field sales teams however over the past year and a half the sales model has changed. With cloud computing and the conversion from applications to Software as a Service (SaaS), we have seen a rise in consumer confidence and an adoption to purchasing products via web demos and conference calls. Therefore the need for a large field sales presence is not as cost effective or efficient as it once was. Technology companies are progressively moving away from a large field sales force and more aggressively trending toward an inside sales presence.
How many times have you stared into a fridge full of food and you can't find anything to eat? Or, how many times do you find yourself flipping through 500 HD channels to find that there is nothing on television? Today we have access to so many options in our day to day life that it is paralyzing. From what music we want in our ears to what kind of dairy product we want in our coffee, the decisions are endless.
HubSpot is an Internet marketing startup whose software helps businesses get found online, generate more inbound leads and convert a higher percentage of those leads into paying customers. It's an important tool to the sales and marketing team because it includes tools that convert, manage and nurture leads to win more customers.
The BEST sales person I ever hired came directly out of college. He has now gone onto several much larger sales management roles in a very large company selling and managing to very large accounts, with much success. At the time, I was managing a B2B effort in the SMB space for a large company. Our stringent requirements were 3+ years of sales success in the B2B space, but management was open-minded and encouraged all sorts of recruiting channels. I went after the colleges, and naturally, departing military officers!