“So we build, I build a 25 people recruitment team that work exactly like a sales organization.”
quote is from the automated transcript, cleaned for reading:
filler sounds and stutters are removed, nothing is rephrased. names can be misheard
(the analysis reads context, assessments check outside sources). how →
More from Agnes Bazin
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…”
Agnes BazinAug 7, 2019▶ 16:12"The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin
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.”
Agnes BazinAug 7, 2019▶ 32:53"The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin
AssertionNot 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.”
Agnes BazinAug 7, 2019▶ 34:25"The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin
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…”
Agnes BazinAug 7, 2019▶ 4:51"The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin
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…”
Agnes BazinAug 7, 2019▶ 10:15"The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin
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.”
Agnes BazinAug 7, 2019▶ 27:10"The Secret to SMB Sales" Accel Partner Andrei Brasoveanu and Doctolib CDO Agnes Bazin
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