Engagio Demo: 7 Things They Did Right in Building Sales

Building a great sales organization is an ongoing process. You can’t let the successes and failures get to you. We’ve had some success with Engagio, but we’ll undoubtedly make mistakes as we scale.


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  • Who have more than 10 employees
  • That spend money on Adwords
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  • With the role of HR Manager
  • That has only been in this role for less than 1 year
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Engagio Demo Lesson #1: Your initial 4-6 salesmen should originate in “the space.”

I joined Engagio as employee #17 in July. Weve got 39 now, and I just realized that there are so many things you need to create when working at a startup compared to what is available with big companies like Marketo.

You need experienced, knowledgeable salespeople with a general understanding of your market. If youre growing quickly and don’t have time to train people from scratch.

Engagio Demo Lesson #2: Go Round Robin

Ill admit I had my doubts when it came to Round Robin. But, in the end, an equal distribution of qualified meetings and opportunities cannot be understated.

Having a sales territory is hard when one rep always gets California, and it also means they’ll be at the top of their game before they start. This will lead to lacklustre performance from other reps in your company too.

Engagio Demo Lesson #3: Know the first two representatives you recruit intimately.

When youre first building a sales team, everything is new. You need people who are willing to work with the company and get on board with what they’re trying out.

Engagio Demo Lesson #4: Hire outbound ADRs who are capable of serving as SMB AEs at 90% of SaaS organizations.

As you know, we call the people who reach out to target accounts and try to activate them Account-Based Everything Representatives. We think it makes sense because they work on account targets and not with specific salespeople like Account Executives do.

The first reason people joined us was because we offered them equity. They knew they were getting in on the ground floor of a successful company and wanted to be part of it.

Engagio Demo Lesson #5: Employ an ADR immediately upon graduation from school.

One of our ADRs is a rookie on the sales floor, and there isnt a day that goes by where she doesn’t make someone from the team smile. Cher once said “If I can turn back time” when talking about her career, but one thing we have in Engagio are people who bring new energy to their jobs every single day. Our employee reminds us all how important it is to attack your job with hunger like you did at first.

Engagio Demo Lesson #6: Until they demonstrate otherwise, trust the people you hire.

For the culture of a sales floor to be successful, you must trust your employees. Hire great people and give them responsibility for their jobs. I hosted my entire team at my house one month after they were hired so that we could build our foundation together.

We offer unlimited vacation, and although we prefer our employees to be in the office every day, they do have a lot of freedom. They can take time off whenever necessary or work from home if it’s for an important meeting.

Engagio Demo Lesson #7: Develop excellent SPIFFs and deliver on them the following day

Bill Binch, (the original VP Sales at Marketo that took us IPO) was the master of spiffs. Having worked for him, its become ingrained in my style as a sales leader. In August, Engagio hit a key milestone and beat our stretch goal which got us a day in Napa with transportation via party bus and helicopter. The next morning we booked all the festivities but I didn’t realize how much this would be appreciated by team members who commented on feeling like they had been rewarded after not getting any acknowledgment from previous company’s leadership for their success or following through on what they offered to do if goals were met.


Need Help Automating Your Sales Prospecting Process?

LeadFuze gives you all the data you need to find ideal leads, including full contact information.

Go through a variety of filters to zero in on the leads you want to reach. This is crazy specific, but you could find all the people that match the following:Ā 

  • A company in the Financial Services or Banking industry
  • Who have more than 10 employees
  • That spend money on Adwords
  • Who use Hubspot
  • Who currently have job openings for marketing help
  • With the role of HR Manager
  • That has only been in this role for less than 1 year
Just to give you an idea. šŸ˜€
Editors Note:

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Justin McGill
About Author: Justin McGill
Justin McGill is the Founder of LeadFuze - a lead generation platform that discovers new leads for you automatically. Get 25 leads free.