This week, the Bowery Capital team hosted Evan Bartlett, Head of Inside Sales at ZocDoc to discuss “Hiring Your First Sales Representative.” ZocDoc is an online medical care scheduling service, for end users integrating information about medical practices and doctors’ individual schedules in a central location. Each month, millions of patients use ZocDoc to find in-network neighborhood doctors, instantly book appointments online, see what other real patients have to say, get reminders for upcoming appointments and preventive checkups, fill out their paperwork online, and more. With a mission to give power to the patient, ZocDoc’s online marketplace delivers the accessible and simple experience patients expect and deserve. ZocDoc is free for patients and available across the United States via ZocDoc.com.
Evan Bartlett is Head of Inside Sales at ZocDoc and Co-Founder at Building the Sales Machine. He has over a decade of sales experiences that he brings to teams. Prior to ZocDoc, Evan was a part of the international sales and development at LivingSocial. He started his career as a Business Development Associate at R7 solutions, before shifting to other management and sales roles. Evan graduated from Rice University with a degree in Economics.
In today’s episode, Evan joins us to discuss hiring your first sales representative. He starts by talking about when a company should hire its first sales representative, along with the process of building a sales process and its link to the go-to-market strategy. Next Evan touches on when to identify the market and key factors in this process. Evan then summarizes the details around the background and skillsets of a sales representative. Evan gives his thoughts around the structure of the hiring process and the onboarding and ramp up process for new sales representatives. Next, we talk about setting benchmarks for the first hire and tying those metrics to compensation. In this hiring process, Evan says he made several mistakes and gives strategies on how to bounce back from these mistakes. We then transitioned to chatting about growing the sales team from 1 to 100 and how to maintain a sense of culture during this intense growth period. Next, Evan described how the hiring process shifts with a larger team and how these sales representatives differ from the initial team. Evan then discussed the importance of repeatable sales to the business and how he thinks about that skill in hiring new sales representatives. Evan closed out the session by providing his go-to tactics and tricks in the hiring process.
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