3 tips for building a world-class B2B sales team - from Christian Finstad (Mentimeter)

1. Recruitment - everything starts with the right people

• Make sure you determine the right ICP (Ideal Customer Profile) for the salespeople you are looking for and not just think about ICP when it comes to your customers.
• Look closely at the salesperson's previous experience, but primarily make decisions based on whether their personality and motivation are a good match for your team.

2. Build a long-term sales culture with a solid foundation in Earning, Learning & Impact

• You must have a fundamental belief in investing resources to build the right long-term sales culture.
• Salespeople's motivations can be mapped into three different buckets: Earnings, Learnings, and Impact.
• Earning: If you work in B2B sales, you don't do it for free. Salary is important for everyone, but there is an overemphasis on salary, commission, and bonuses as the strongest motivators.
• Learning: The best salespeople want to be challenged and develop themselves personally and in terms of their skills.
• Impact: The best salespeople want to help others.
• You must become great in articulating your Learning & Impact, as that is what builds your culture. Otherwise, it's Earning that drives, and people will leave after 18 to 24 months for higher Earning opportunities elsewhere.

3. Have a very clear sales methodology

• Be extremely clear internally about how you sell your product to the right ICP.
• Have a clear sales process from A → Z.
• Be open to continuously improving it over time through small iterations.
• And have a clear structure for how you build value over time to your customers.