#30 Robert Anders / Getting Sales Demos, Hiring & Onboarding right in 2021

True pleasure discussing how to improve sales demos, tackle sales hiring and onboarding and more with Robert Anders, VP Sales Services at Cremanski and former Head of Sales at Comtravo. 3 things that we learnt from him: 1️⃣ Sales is about interaction: A company he advises is called Demodesk, but out of a 30min "demo" call, only the "middle" 5-10min should be about your solution while the time before is spent on discovery & qualification and the time after to define the further process. (7') 2️⃣ Hire two sales reps at a time: Hiring 2 SDRs (Sales Development Reps) at the same time can help to not only set expectations, but also compare performance while performing the same role (18') 3️⃣ How to assess coachability: Let them pitch, give constructive feedback, ask for self-diagnosis, go again and assess improvements. Quite simple, but powerful (24')