In their 1973 Harvard Business Review study, “Why Employees Stay,” researchers Vincent S. Flowers and Charles L. Hughes explored what causes employees to continue working at their company, and conversely, what causes them to leave.
The answer to the title of their study essentially boiled down to one: inertia. “Employees tend to remain with a company until some force causes them to leave,” they wrote.
Though Flowers and Hughes explained that companies can’t control the outside forces that contribute to an employee staying or leaving — the job market, and an employee’s personal relationships and responsibilities — they can control two factors: job satisfaction and a company’s work environment.
So, as companies battle for top sales talent in the state — on Built In Colorado alone, there are more than 840 open in-office and remote sales roles — it’s more important than ever for them to create work environments that encourage growth, recognition, responsibility, and maybe even a little fun along the way.
Below, sales leaders at six companies shared with Built In Colorado what makes their sales team unique, the lessons they’ve learned in their tenure with their respective companies, and how they’re leveraging new, emerging technologies in their work. And good news — all of these companies are currently looking for salespeople to join their ranks.
What they do: Hotel Engine provides a savings-driven and easy-to-use hotel booking platform for businesses.
What’s something unique about your team from other sales orgs you’ve been part of?
Ongoing peer training and feedback. Our sales team is very intentional about helping each other. Although there is fun competition internally, we all want each other to win and be successful. An example of this is our team coaching sessions (called “Game Film”) where we review tough calls as a team to learn what didn’t go well and discuss how we can improve future conversations. Although this requires a lot of vulnerability, there is an understanding that the only intention of these peer-led coaching sessions is to help each other improve, and the team does a really great job of making it fun and positive.
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
Hotel Engine supplies us with great sales tools like Outreach and ZoomInfo to help with efficiencies and processes, but the most valuable sales lesson I’ve learned here stems from the actual sales culture itself — to seek ongoing learning opportunities to continuously improve. Being an individual contributor, it’s up to me to put in the work and drive better results. I’m a huge fan of sales podcasts, audiobooks and sales content on LinkedIn. When I hear of something new, I write it down and work with a couple of peers on how to best integrate new strategies into our process and outreach. This not only helps me grow but also spills over to the others on my team.
Although there is fun competition internally, we all want each other to win and be successful.”
Beyond the standard sales softwares, are there any new or emerging technologies or tools your team is leveraging in their work? What impact has it had on your sales process?
We recently started using Gong, which is incredible software for improving call performance. And we are currently launching formalized sales training across the sales organization. This will give our team an improved sales framework to work within and help us accelerate. We have not yet launched, but our entire team has been working to get the framework in place, and I cannot wait to see the results of the program.
What they do: Enquire provides software — including its CRM, marketing automation and contact center solutions — for senior living communities, post-acute healthcare facilities and healthcare organizations.
What’s something unique about your team from other sales orgs you’ve been part of?
The best part of being in this role is that you control your business. My team and I work closely together to make the process seamless and also ensure that we are addressing the needs of our customers. Whether it’s sales, account management, implementation or development, we communicate what’s the best move forward plan for our customers and how to make sure they are set up for success. I love being able to walk up to different areas of the office and connect with those teams. In the long run, it builds that relationship and will ultimately provide a better customer experience when everyone is on the same page.
The reward is knowing that we are helping senior living and post-acute providers take care of seniors across the country today — that’s the mission. The grind can be long and strenuous at times, but it’s all worth it knowing our impact on families and their loved ones during the aging process. It’s something that we will all go through one day and many of us already have, so it’s a wonderful feeling to know that Enquire plays a big part to help those families, patients, and residents.
The best part of being in this role is that you control your business.”
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
Thus far, I’ve learned that it’s important to surround yourself with people who like to think out of the box. I always know that everyone at Enquire is working hard to make the product delivery better, so it makes me want to work harder to gain new customers. During my career, I’ve enjoyed connecting with college students and young professionals that are looking to grow in the business world but aren’t sure what area. Sales usually has a negative stigma as the typical “used-car salesman,” but it’s completely different. I look at it as more of a consultant role and you are guiding your customers through these evaluation processes to see what the best fit for their company is and how they can accomplish both long-term and short-term goals.
Senior living and post-acute providers are looking for true partners that are going to stick with them during good times and bad times. During the height of Covid-19, Enquire and many other companies in our industry found any way possible to help these providers during their darkest days by finding PPE, sending meals for caregivers, donating supplies, etc. That’s what this is all about and Enquire is truly a partner to our clients. People want to buy from those that are authentic and truly are strategizing on how they can fill gaps in their business.
What they do: Angi’s home services website helps homeowners connect with home service professionals for a wide variety of projects and services.
What’s something unique about your team from other sales orgs you’ve been part of?
What I love about this team is how each sales team (our teams are 12 or so reps) work to build their identities. Some teams will be known as the “Big Alpacas,” and everything is alpaca-themed — including supporting a real alpaca farm! Or team “Game of Phones,” which is primarily Game of Thrones contests. Reps want to work on a team that has its own identity that only they’d understand.
What’s the most valuable sales lesson you've learned in the time you’ve been with your company?
Keep it simple! Have you heard the age-old saying “less is more?” There is a tendency on the phones or as a coach to over-explain, over-communicate, and over-manage. Why? Because you care! The challenge is that a customer only cares about one thing: Is this product going to work or not? The more we over-explain and shower our customers with all these facts and features, the harder it is to make that decision. As a leader and coach, the more we explain a sales strategy, the harder it will be for them to implement it.
What I love about this team is how each sales team work to build their identities.”
Beyond the standard sales softwares, are there any new or emerging technologies or tools your team is leveraging in their work? What impact has it had on your sales process?
Like many teams, we’re reimagining how our teams communicate on Zoom. For our team, we love doing “Zoom and Pitch” rooms. These are Zoom calls with a DJ and reps pitching, and when someone is closing, the music stops, and everyone can listen to the rep that is pitching. In sales, success is contagious, and any way you can re-create the “buzz” of a sales floor is magic!
What they do: Quantum Metric’s digital intelligence platform helps companies build their digital products more efficiently.
What’s something unique about your team from other sales orgs you’ve been part of?
Our core values are passion, persistence, and integrity — everyone is fully committed to upholding these values including our senior leadership. Our CEO interviews every single person prior to them joining Quantum Metric. Culture fit is super important here, and everyone here is very committed to the success of the organization!
What’s unique about the SDR team here at QM is that we are a new team. We really listen to our SDRs for new and creative ideas that not only improve our culture but also their overall productivity. We recently did a team-building chocolate truffle-making event to motivate and celebrate their efforts. We often do spiffs and contests to excite and incentivize the team. The atmosphere is healthy competition and we lift each other up on a daily basis. There will be future opportunities to travel once we can do so safely.
Our SDR team works very closely with many areas of the business including marketing, sales, and partners — it’s a culture where we really lift each other up. Everyone in the company gets equity, and we are all A players who are motivated to grow this rocket ship!
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
What matters to each prospect, customer and employee is different. It’s essential to uncover what is important to that particular individual. I think about this with every interaction that I have in my day to day, whether it is with a prospect, an existing client or a colleague.
When you deliver, you are rewarded here at Quantum Metric. Within six months, I was promoted to SDR manager. We’ve moved other SDRs to the partner team, account managers, customer success, and other areas of the business. The culture here is one where we really value and help our employees to grow. Work hard and uphold our cultural values of passion, persistence, and integrity and you will go far here!
Our SDR team works very closely with many areas of the business including marketing, sales, and partners — it’s a culture where we really lift each other up.”
Beyond the standard sales softwares, are there any new or emerging technologies or tools your team is leveraging in their work? What impact has it had on your sales process?
We use video to prospect and also to build brand awareness.
Members of the team, including myself and our Senior Director of Talent and Recruiting Kristin Lewandowski use LinkedIn video to recruit new talent and increase brand awareness. Go check mine and Kristin’s LinkedIn profiles to see!
Leadership is very open to evaluating and purchasing new and emerging technologies that will help us perform better. For example, we recently rolled out Highspot, which was a corporate-wide initiative. Leadership also invested in sales training with Force Management, which has been phenomenal and impactful.
We also recently purchased Vidyard, which is a great tool for video prospecting for the SDR team.
What they do: CyberGRX’s software provides cyber risk management to enterprises and their third-party vendors.
What’s something unique about your team from other sales orgs you’ve been part of?
A truly unique aspect of this team is that we’re writing the playbook for the next chapter of our journey. It’s an amazing opportunity to have an outsized impact on a company doing important work. I feel most fulfilled when I can have a hand in building the company and when my ideas are heard. It’s important to me that everyone on my team feels that way so I’ll always invest in finding ways to listen, engage and provide workshop opportunities with those on the front lines. In my opinion, the best jobs are when you feel like you’re contributing to something bigger than just your number.
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
Our core job in sales is to form relationships built on trust and shared interests. Cybersecurity is a rapidly evolving space with no rulebook but one singular mission: to stay ahead of the bad guys. What’s unique about this space is that there’s a huge amount of shared interest across companies. This results in tight communities where there’s a lot of sharing and collaboration. I’ve quickly learned that whether or not you have a background in cybersecurity, those who can learn fast, bring new ideas, and build communities and networks are invaluable.
In my opinion, the best jobs are when you feel like you’re contributing to something bigger than just your number.”
Beyond the standard sales softwares, are there any new or emerging technologies or tools your team is leveraging in their work?
At our core, CyberGRX is a data and analytics company. We have tens of thousands of profiles on our exchange and thousands of active enterprises. This data is a goldmine for sales teams as we can use activity from free users as a signal for outreach to start prospect conversations.
What they do: Personal Capital is a digital wealth management company.
What’s something unique about your team from other sales orgs you’ve been part of?
The most unique aspect of our team that I have not seen in previous sales roles is the atmosphere of competitive collaboration. Rather than competing for leads, our team works together with a common goal in mind: to provide a holistic way for people to manage their money. Each associate has the opportunity to earn uncapped commissions. This means that in an environment where everyone is working together, toward that common goal, they are also able to increase their own earning potential. As a team, we also make it a priority to spend time getting to know each other better through weekly team-building events like happy hour and Jeopardy!
The most unique aspect of our team that I have not seen in previous sales roles is the atmosphere of competitive collaboration.”
What’s the most valuable sales lesson you’ve learned in the time you’ve been with your company?
The most important sales lesson I have learned in my time with the company is resiliency. Sales isn’t always easy, but it is also one of the most rewarding careers if you’re willing to put the work in. Over my years working in different parts of our sales organization, being resilient when something doesn’t go my way has played a key role in my own success and professional growth.
At times you will only have minutes to brush off a tough conversation and move on to the next, and you have to bring a positive attitude to your next meeting or you risk losing a prospective client. That said, Personal Capital is a registered investment advisor. Being a fiduciary means we have a legal responsibility to act in our clients’ best interests, and the commitment to doing right by our clients makes getting through conversations easier.
Beyond the standard sales softwares, are there any new or emerging technologies or tools your team is leveraging in their work? What impact has it had on your sales process?
I am very fortunate to work for, in my opinion, the best tech-based financial advisor in the country. Personal Capital is well known for our award-winning technology that helps over 3 million individuals get a better understanding of their own financial landscape for free. We integrate this technology heavily into our sales process so that we have a solid understanding of a client’s situation early in the process, which allows us to better serve them in a timely fashion.
My goal as a team lead is to make doing your job as a sales associate easier. By leveraging our technology further, we have made it so our team doesn’t have to leave voicemails or send emails! The objective is to save your time and energy, so you can focus on what you’re good at — helping individuals and families improve their financial lives.
