Home Task: Sales Team – http://bolt.eu
Note: Maximum of 4 pages (separate from the questions)
Being a Business Sales Lead at Bolt is more than just a sales job. Besides closing the biggest deals, you’ll manage tier 1 clients you have acquired, and you’ll be responsible for your sales team’s performance, growth and for hitting aggressive sales goals.
Task 1. Sales strategy
There are many different companies out there, we want you going after the largest ones:
Define a sales strategy which answers the following questions:
- Define what you consider a perfect Tier 1 client to be for Bolt?
- Which customer verticals would you target and why?
- What would be the needs and worries of each customer vertical?
- Which of those verticals would you target first? And why?
- List the largest deals you’ve closed and the rough deal values pa.
Task 2. Sales process and communication
- Come up with a list of sales stages for closing a tier 1 deal and activities corresponding to each stage.
- Describe how you would identify your target stakeholders and make first contact – what tools would you use?
- Provide a first contact script for reaching out to a Tier 1 customer – what medium would you use for this?
Task 3. Onboarding and customer success
- Tier 1 clients are challenging, outline what steps you would put in place to onboard these clients.
- Which activities would you propose, and why, to keep customers happy and make potential upsells/expansion possible?
Task 4. Team Management & Recruitment
You have a team of 5 sales managers:
- What tools, checks, KPIs would you use/do to steward your team’s performance and how often would you look at each?
- You notice a team member is behind on their sales, what would you do to rectify this?
- What skills would you look for in a sales manager that you were recruiting?
- How would you motivate your team to reach a difficult target?
Task 5. You
Briefly outline what makes you special, how would you drive your team to success and what does success look like for you?
