Bazin: Evaluate Reps and Scripts Before Blaming the Product
Agnes Bazin · "The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin · Aug 7, 2019 · at 16:12
Agnes Bazin, Chief Development Officer at Doctolib, outlines her framework for diagnosing why sales underperform without undermining sales accountability.
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“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 a sales script problem. And the third option is maybe that the product is wrong. But if you challenge always the product first, then it's not working, because you end up having each single sales explaining you why they didn't sell, because the product is not right. So you have to trust the product, basically.”
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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.”