Welcome back to the second installment of our newest series on our Junior Program Managers! To round out this section, we have three great leaders to introduce.
Up first is Luke Graci! Luke joined our team near the start of the year, and he always has something interesting to share with the team. He shares music often, and always has great suggestions based on what other folks recommend. We asked his team lead, Dylan Smith, what it’s like to work with Luke, and here’s what he said:
“Luke has taken the initiative to solve issues that come before him, while diligently working to improve himself and the team. He has brought great insight and additions to call reviews, roleplays, and trainings. He also led a workshop Wednesday session on Active Listening that was very well received by the team.”
Next up is Jessica Kehoe! Jess joined our team last fall as a sales rep, but now works with our largest customer service client. She helps answer complex questions from the rest of the team - and field calls from frustrated clients. No matter what question you have, Jess is there to answer it with a smile. In her time at Bandalier, she’s exemplified kaizen - she’s always looking for ways to improve her performance and help the team improve, too. We asked Laura, another of our Junior PMs, what it’s been like to work alongside Jess:
“I worked with Jess shortly after she joined Bandalier, and it’s been amazing to see her grow into her own leadership style. She was working on a few tough programs, but she always kept a positive attitude and showed up to meetings with a smile.”
Last but not least is Jeffrey Sexton! He works alongside Jess answering questions and helping with complex calls. He has a wealth of diverse experiences, and has used all of them to drive his team towards success. Whenever the team has questions, Jeffrey is there to answer - whether it’s about navigating a specific platform, a detailed question about the client’s policies, or a more general question. Here’s how Jess describes working with Jeffrey:
“Jeffrey is a very hard worker and great leader on his program. He is very reliable and attentive to the team. He also goes above and beyond for every single member. He makes every work day very enjoyable by sharing jokes and riddles with the team.”
We’re looking forward to working with these Junior Program Managers as they grow fully into their roles! If you’re interested in working with outsourced inside sales team leads like these folks, submit your application at bandalier.co/careers.
Abagael Rudock - Program Manager at Bandalier
Working in sales is tough, but great salespeople make it look easy. It’s not enough to be a good salesperson. If you are to gain sales success, you need to make great choices for your team. A great team is better than a single super-star. But, one poor decision can hinder your sales team from having an exceptional month or quarter.
Let’s look at how you can skyrocket your sales by making some incredible choices for your team.
4 Top Strategies to Improve Your Sales Team
Here are some game-changing decisions you can make to boost sales.
#1 Using TaaS to save cost and time and leverage top talent on demand
Talent-as-a-service (TaaS) is used in most major industries, and sales is not an exception. There are various advantages of using TaaS for sales organizations. With TaaS, you can get on-demand, flexible, and extraordinary sales talent with the required skill set to:
TaaS also gives you the advantage of adding new talent to your sales team and tapping into their rare experience working with different sales organizations and client-facing programs. You benefit from their cross-industry sales analytics, tactics, and expertise. Furthermore, TaaS enables you to quickly scale your sales team up or down as per your requirement, avoid the expensive cost of bad hiring, increase cost-effectiveness, boost sales efficiency, and handle unsteady sales workload.
Some sales TaaS providers like Bandalier go the extra mile to benefit their customers. With Bandalier, you can get trained, pre-vetted remote customer experience and inside sales talent interviewed, onboarded, and deployed within 24 hours. They also provide on-demand custom analytics and data dashboards to review or analyze performance across different channels, messaging, lists, and team members. Moreover, you get to conduct bi-weekly/weekly strategy sessions with their client delivery experts.
#2 Aligning sales and marketing teams to reach sales and revenue goals
Sales and marketing alignment is a higher level of collaboration between the two teams. With better communication and transparency, they achieve the end goal of bringing in more sales and revenue. It facilitates increased conversion rates, sales productivity, and marketing ROI. Also, it allows simplified sales and marketing workflows, improves work culture, shortens sales cycles, enhances buyer experiences, and drives growth.
98% of sellers and 97% of marketers think that poor sales and marketing alignment negatively impacts the business and the customer. Other statistics show that aligning the two teams can help with 208% growth in marketing revenue, 38% higher sales win rates, and a 32% increase in YoY revenue growth.
When your sales and marketing teams are out of sync, it takes a toll on your sales and revenue growth. Poor communication, missed sales opportunities, low-grade lead quality, sales reps not using marketing collaterals or guidance, and inconsistent sales and marketing messages indicate sales and marketing misalignment.
Here’s how you can get your sales and marketing departments properly aligned:
#3 Gear up your sales team with advanced prospecting technology
Sales prospecting can be quite a challenge if you’re not equipped with the right tools. Imagine having a foolproof prospecting strategy in place but not the tools required to execute it. All your efforts would be wasted. 9 in 10 companies use two or more lead enrichment tools to learn more about prospects.
If you’re looking for affordable but effective sales prospecting tools, the free Chrome extension, RevDriver can be a great option. Your sales team can use it to collect 95% accurate, human-verified B2B data including contact and company information when prospecting across company websites or LinkedIn. As a freemium user, you can also export the data to your CRM or MAP. RevDriver speeds up prospecting by enabling you to quickly identify and reach decision-makers and influencers.
Your sales team can also use website visitor intelligence as a sales prospecting tool. Once you know what type of prospects are visiting your website and their professional details, you can tailor prospecting or other sales efforts accordingly.
VisitorIntel, an analytics-driven feature of SalesIntel, is a website visitor tracker that you can use to know what companies are visiting your site. This will help you reach prospects interested in your brand or product and customize your prospecting campaigns for them.
#4 Use B2B intent data to reach potential buyers before they reach you
Adopting a data-driven approach helps you take better control of the sales process. With B2B data, you can make highly informed sales decisions, whether it’s related to lead generation, nurturing, pricing, churn reduction, people management, closing, or post-sales. Buyer intent, firmographic, and technographic data are among the most-used forms of B2B data in the sales world. Combining them can significantly level up your sales performance and drive faster time-to-revenue.
Intent data reveals businesses and individuals showing high interest in a brand or product and people increasingly researching a keyword or key intent search term. It does so by giving deep insights into their online behavior or activities and buyer intent signals. You are informed if a prospect is in their buying cycle or intending to buy from you, even before they reach you. According to SalesIntel, intent data can deliver up to 4X pipeline expansion and 300% marketing ROI.
Sales teams can use buying intent signals to:
Besides making these informed choices to gain sales success, you can start investing in regular training for your sales team. The ROI for sales training is 353%. Further, effective sales coaching can help a company improve win rates by as much as 29%.
Your sales training should include important elements like an introduction to sales, modern sales tactics, client-specific training, data integrity training, systems training, role plays, and certifications. Bandalier University’s signature training boot camp, Inside Sales 101 is a perfect example to look at. Made available to the public for the first time, this is the same course Bandalier has been using to train their inside sales team.
Ariana Shannon - Marketing Director at SalesIntel
One thing that’s great about working for a startup like Bandalier is the chance to be able to grow alongside the company. Fortunately for us, we’ve been able to see some recent expansion, which brings opportunities for our outsourced inside sales reps to step into more leadership roles. For this week’s New Leaders Feature, we’re going to highlight four of them!
Two of our youngest part-timers, Jarrod Pine and Matt Doscas, have recently stepped into Team Lead roles. Jarrod has worked with several SaaS clients in different industries since his start in Summer 2020, facing a lot of new challenges along the way. When asked about the most important thing he’s learned from these experiences, he said:
“You have to be persistent. Even if you strike out, you want to slam the phone down, you never know what can happen next. When you keep smiling through it and stay positive, good things will come!”
Matt, on the other hand, has been grinding out results for his client since his start with us in Fall 2020. Although he’s been with the same client this whole time, he’s had the opportunity to work under a couple of our seasoned Program Managers. He told us:
“Seeing the different personalities and styles of our different leaders has been really cool. Everyone kind of has the freedom to operate how they like, but the similarity between our different teams is that everyone is driven and willing to help each other.”
Jasmine Jordan, another Summer 2020 addition, was also recently promoted to a Junior Program Manager role! When we asked Jasmine about her experience transitioning from a rep to a junior program manager, she responded:
“I’m excited for the opportunity to keep growing. I’ve had a number of jobs, and they all felt stagnant to me! At Bandalier, I’ve been able to grow with the clients I’ve worked with and also connect and grow with everyone here.”
Lastly, another rep we’ve seen grow into a Junior Program Manager role is Laura Gordon. Laura is a bit different than some of our other reps in that she came into the job with years of sales experience prior to joining us. I asked Laura how her time at Bandalier has been different than her earlier sales roles, and she told us:
“It’s been so much more collaborative than what I’m used to. Teaching, coaching, and working together are some of my favorite things to do. It’s been fantastic!”
With so many new leaders emerging at the company, it’s an exciting time at Bandalier! It’s been amazing to see how they’ve all continued to crush it with their clients while assuming more responsibilities, and we’re looking forward to seeing what they’ll be able to accomplish in their new roles. If you’re interested in working in a collaborative space with young professionals like them, head over to our website!
Brenden Gorman - Inside Sales Associate at Bandalier
Each week, Bandalier runs a handful of SPIFFs to keep things entertaining. Origins of the acronym vary - but long story short, our SPIFFs are games that we run to help keep our team engaged. Here are a few of our favorites!
Trivia is one of our most popular. We start by choosing topics in our company-wide huddle first thing in the morning - those have included trivia about our team members, alongside classic categories like sports, movies, and geography. Team members earn questions by reaching a certain number of activities or booking appointments for their clients; they pick the topic, but anyone can answer the question. It's a great way to see what your team's interests are - turns out we have a lot of folks who know their capital cities.
We recently tried a new SPIFF designed by one of our new junior program managers, Jarrod Pine. It was a digital version of Scrabble, and players earned letters by completing activities. The goal was to spell the longest word. Our winner managed to spell "acquaintanceship"! While it might not work out for a normal Scrabble board, it was a great game to break up the week.
Some days, we focus on fun for our SPIFFs! The best example is what we've taken to calling "The Gif Game". One of our program managers posts a prompt every hour or so, and team members respond in a thread with their most relatable gif. The team votes with reactions, and the person with the most reactions wins the thread. Another favorite was "Guess the Pet" - our managers shared pictures of team members' pets, and other folks on the team had to guess the owner.
Our SPIFFs can get intense - most of our team members are competitive! If you're a driven sales person looking to join our team, head over to bandalier.co/careers to apply.
Abagael Rudock - Program Manager at Bandalier