Insight
Bazin: Evaluate Reps and Scripts Before Blaming the Product
“Most of the time in sales, there are three, you know, options where it doesn't work. So the first option is that the wrong person is selling your product, people problem. Second option is that you're not selling your product in the right way. So it's basically…”
Opinion
Bazin: A candidate's past track record does not count in sales hiring
“And I think in sales more than for any other type of population, what matters is to It's that, you know, the track record doesn't count at all.”
Assertion Not checkable as stated
Bazin: Doctolib built a 300-person French sales org with zero executive hires
“I think that in France, we build a 300 people sales organization with zero executive hire. Hundreds of people were hired as individual business developers.”
Insight
Bazin: Field sales territories need 2,000 to 3,000 prospects per rep
“So you've gotta make sure that each A business developer got, ah, like, a pipe of prospect that is not too scattered around so that he doesn't spend the whole day in his car. So you've got to split your territory between, you know, pools of 2003 thousand prosp…”
Insight
Bazin: Inside sales only works for solo practices and non-medical specialties
“And then what we realized is that it works, but only for certain segments. So it works for simple organization with single doctors. Mostly for, you know, non-medical specialities like physio psychologist and everything where it's easier to change things in the…”
Insight
Bazin: Sales reps can deviate from playbooks only if they overperform
“There, basically, there's a rule that if you overperform, you can do whatever you want. But if you cannot prove, you know, superior performance, then you have to, you know, stick to the best practices that we've set up and shared and everything.”
Insight
Bazin: Waiting 10 days to respond to sales applicants loses all top candidates
“So if you've got applications in sales, you wait for 10 days to answer them, you can be sure that the only ones that would be left would be the bad ones, because the other guys, they can get, you know, offers within 10 days.”
Assertion Not checkable as stated
Bazin: Doctolib Generates Majority of Sales Through Inbound
“And basically, I think it's only thanks to having thousands and thousands of meetings every week with super nice, super entrepreneurial guys that doctors love, that we build such a huge trust on the French market. That allows us today to have a majority of our…”
Disclosure
Bazin: Doctolib built a 25-person recruitment team structured like a sales org
“So we build, I build a 25 people recruitment team that work exactly like a sales organization.”
Assertion Not checkable as stated
Bazin: Doctolib CEO walked 20km door-to-door with reps in new cities
“Our CEO and founder, Stan, he's really leading by example, and so, for example, at the beginning, I explained to you that we opened, like, 15 cities, so he would spend one day alone with the guy, And so when he goes there are two options. Either the guy had en…”
Assertion Not checkable as stated
Bazin: Doctolib Rebuilt Salesforce From Scratch Three Times
“And what's actually funny is that we had to rebuild our Salesforce from scratch three times.”
