Crush it with Sales BQ®'s 2020 Guides



Inbound Lead Generation Guide





Generating Revenue During a Crisis





How to Become a Sales Rockstar





Busting Revenue Roadblocks





Guide to Effective Sales Management



7 min read

How to Maximize Sales Success by Mastering the Trust Equation

By Mary Grothe on Nov 12, 2020 7:27:05 AM

If you’re anything like me, missed sales opportunities eat you alive. Nothing feels more deflating than a string of lost opportunities that leaves yourself asking a very difficult question to answer — what am I doing wrong?

Topics: Blog Revenue Growth For Sales Managers Sales
5 min read

The B2B Guide to Account Based Marketing (ABM)

By Rylie Manross on Oct 26, 2020 9:21:48 AM

Account-based marketing (ABM) is one of the strongest trends in the 21st-century B2B marketing industry. More than 85% of marketers believe that ABM has a higher ROI than any other B2B marketing tactic.

Topics: Blog For CEOs Marketing
8 min read

Why Every Salesperson Needs a Sales Story, and How to Tell Yours

By Mary Grothe on Oct 22, 2020 9:07:47 AM

Do you have a sales story? If you don’t, you should. Telling your story gives you an opportunity to create an emotional connection with your buyer, which is important because buying decisions are often based on emotions. When your buyer chooses whether to buy from you, they may not remember what you said, but they will definitely remember how you made them feel, which is where your story comes in. To be an effective salesperson, you need a strong story, and I’m going to walk you through exactly how to create one.

Topics: Blog Sales
4 min read

Top Cloud-Based Marketing Tools for 2021

By Rylie Manross on Oct 1, 2020 10:21:14 AM

2020 is finally coming to a close, we all know that it’s been quite the year. With many companies switching to virtual workspaces, cloud-based tools have never been more important. We have officially entered the era of being expected to do anything from anywhere, and collaborative marketing tools are crucial for marketing departments’ success in this new environment. To get your team up to speed, we’ve compiled a list of the top cloud-based marketing tools your marketing team needs for 2021. 

Topics: Blog
9 min read

Three Steps to Strategically Influencing & Navigating Your Buyer’s Decision Process

By Mary Grothe on Sep 17, 2020 9:06:58 AM

Navigating the decision process is one of the most important components of winning a new sale. To become a Quota Crusher™, you’ll need to develop a strategic approach to understanding every buyer’s decision process. At Sales BQ®, we use three key steps to understand and analyze the decision process, which I walk you through below. Taking the time to reflect and master these steps will make a big difference in how you show up as a salesperson - putting you in a better position to get a ‘yes’.

Topics: Blog Revenue Growth For Sales Managers
7 min read

How to Plan A Long Term Content Strategy

By Rylie Manross on Sep 4, 2020 10:37:12 AM

At Sales BQ® we strongly believe in creating revenue engines. This means that marketing, sales, revenue operations, and customer success teams work in tandem with each other in a holistic way to generate revenue. The marketing department is in charge of attracting leads to the website, engaging the prospects, and delighting the customers. An important aspect of the inbound marketing methodology is creating an engaging content strategy that communicates directly to your target audience to attract new leads and engage prospects. Content delivers the message of your inbound marketing strategy. 

Topics: Insider Blog Revenue Growth ROI For CXOs
9 min read

Account Management: How to Grow Revenue by Keeping Your Existing Clients Happy

By Mary Grothe on Aug 21, 2020 11:16:31 AM

Being a Quota Crusher™ doesn’t stop at closing net new deals. Account managers, those who work with an existing book of business, are extremely valuable to organizations. Their role is critical for retention and revenue expansion.

Topics: Insider Blog Revenue Growth Leadership For Sales Managers
10 min read

Advanced Questioning Skills: Mastering the 11 Types of Discovery Questions

By Mary Grothe on Jul 30, 2020 9:14:20 AM

In order to be a Quota Crusher™, you have to know how to ask the right questions. Understanding your prospect’s problem better than the next salesperson (and making sure your prospect sees that you understand) will set you apart from the competition. To get there, you need to create an advanced, structured approach to questioning. I won’t sugarcoat it: This is extra work! When you become an advanced questioner, you’re going above and beyond what most salespeople are doing—but that’s exactly why you should be doing it.

Topics: Revenue Growth Leadership ROI For Sales Managers For CXOs
32 min read

How to Map Your Sales Approach to Your Buyer’s Behavior, Driven by the 4 DiSC Personalities

By Mary Grothe on Jul 7, 2020 1:15:07 PM

What is the Behavioral Quotient?

The behavioral quotient (BQ) is a measurement of behavioral intelligence, driven by the actions necessary to achieve desired outcomes. When specifically relating BQ to buyer behavior, it’s about understanding buyer personalities, how they execute in their role, and how they make decisions, as well as understanding how your own behaviors can influence outcomes. This is the key to successfully mastering your BQ in a sales environment.


Topics: Insider Blog Revenue Growth Leadership ROI For Sales Managers For CXOs Sales For CEOs
3 min read

How To Measure Sales Ops Success Using OKRs

By Liz Karabetsos on May 21, 2020 9:10:47 AM

The only way to measure anything sales-related is though revenue, revenue, and revenue—right?

Topics: Blog Revenue Growth Leadership ROI For Sales Managers For CXOs Sales For CEOs
5 min read

3 Fundamentals for Building a Website that Drive Inbound Leads

By Rylie Manross on May 19, 2020 12:26:02 PM

When your business is struggling to generate more inbound leads, the first place to make changes should always be your website. Chances are, it’s time to make some adjustments. Your website is the face of your company, and it will often be your prospect’s first impression of you. Your website needs to clearly communicate who the company is and what problems it solves for prospects and buyers, and if it’s not optimized to do so, your inbound leads will suffer.

Topics: Blog Revenue Growth Leadership For CEOs
5 min read

Inbound Lead Generation Guide

By Rylie Manross on Apr 30, 2020 8:48:17 AM

It's time to jump start your inbound marketing and lead generation. Organizations used to look for what we call a "Sales Unicorn" that manually builds their prospect lead lists, manually finds contact information, manually enters it into the CRM, creates email communication and sends emails without automation, runs their sales meetings, creates the proposals, and closes the sale. Sadly, these sales unicorns just don't exist, and relying on this method is expensive. If a salesperson spends up to 70% of their time manually doing work that could be automated, your losses mount quickly. Stop throwing money away and start building a revenue machine that generates consistent, qualified leads.


Take this blog with you by downloading the free ebook.


Topics: Blog Revenue Growth Leadership ROI For Sales Managers For CXOs Sales For CEOs
9 min read

Don’t Just Build a Sales Team; Build a Revenue Engine with this Inbound TOFU Strategy

By Mary Grothe on Apr 16, 2020 10:43:27 AM

While scrolling through LinkedIn, I came across this intriguing post written by Gaetano Nino DiNardi and decided it was time for me to share what we've been doing to help our clients build Top of Funnel. 

In his post, Gaetano shares five brutal truths about why salespeople are not successful in their prospecting outreaches. Over the past 2.5 years as the CEO of Sales BQ®, I have witnessed the same observations from our clients' prospects, over and over again. 

Register now for our 30-minute Inbound Lead Webinar on April 23rd, 2020. Can’t attend? No problem. Register anyway, the recording will be sent out.

Sales Needs to Change

In the age of information overload, prospects just aren’t interested in talking to salespeople who come out of nowhere about a product they’ve never heard of. The old way of "doing sales," as we know it, needs to change. I can say this with certainty because, at our company, we learned it the hard way.

In the early days at Sales BQ®, we had a laser-focus on sales departments. We would build up their processes and infrastructure, hire a great team, and train and manage the team through the new processes. We were building excellent sales departments, yet we often weren’t seeing the type of exponential revenue growth that we (and our clients) wanted.

Eventually, we realized that our focus was too narrow. Because we didn’t have a say in the client’s marketing strategy or technology stack, we were expecting salespeople to do it all. 

Here are a few of the things our sales teams had to do in the early days:

  • Build their own prospect lead lists, manually.
  • Find their prospects’ contact info, manually, like MacGyver.
  • Manually enter the data into a spreadsheet or CRM, line by line.
  • Create and send their prospect email communications without automation.
  • Prep for and run their sales meetings.
  • Create their own presentation content.
  • Create custom proposals, manually, for each client.
  • Sometimes, even provide ongoing client support after closing a deal!

That’s a pretty long list, and it doesn’t leave a lot of room for actually selling. Many of our clients were focused on hiring the Sales Unicorn who can do it all. Build the list manually, prospect manually, and leave enough time to be an incredible salesperson, working as many deals to “close won” as possible. But they were held back. Most of these sales unicorns were spending upwards of 70% of their time manually prospecting when the majority of that time could be automated and produce better long-term results.

How to Build a Revenue Engine

This led us to the realization that companies don’t grow revenue exponentially by focusing on sales in a silo. In order to add jet fuel to our clients’ bottom lines, we needed to broaden our focus. Our clients didn’t just want to build better sales teams--they wanted to build revenue engines.

We made a significant shift in our business. We decided to focus on all elements of revenue generation and revenue operations (or, as we call it, RevOps). This meant supporting our clients’ sales departments, but also their marketing and customer success teams, and focusing on putting the right technology in place.

Download this RevOps Audit template & Companion Guide to complete your own audit.

SalesOps & Marketing Automation

We launched our marketing support service in 2019, and by the end of the year, we were supporting marketing for one-third of all Sales BQ® clients. We also added a role for tech stack audits, gap analyses, and tech stack automation implementation and training. Our VP of SalesOps allows us to offer SalesOps as a service, in which we implement smart tech stack automation for our clients’ marketing and sales departments. 

We offer a full tech stack audit for our clients to discover which processes they should automate, and which tech tools they should eliminate (and we often find that our clients are spending tens of thousands per year on technologies they’re not even using!). Once the audit is complete and the new tools are implemented, we create an SOP and train our clients’ teams on how to use their amazing new tech stack.

HubSpot Agency Partner Services

As of December 2019, we are now in partnership with HubSpot. As a HubSpot Agency Partner, we custom build HubSpot’s inbound methodology and related services for our clients (so do me a favor and don’t go to HubSpot’s website until you’ve spoken to us—if you visit their website now, we may not be able to work with you directly). This new service allows us to use automation to shift the focus of our clients’ teams completely. In other words, it allows you to stop hunting, and start selling.

How it Works

To paint a picture of how we structure SalesOps, Marketing, and Sales to drive revenue growth, I’ve broken down the methodology that we use to automate and refine your sales funnel using our HubSpot tools. 

Step 1: Getting the Opt-In

We want to make sure our clients stay compliant and don’t spam anyone, which means we need to ensure that everyone we add to the funnel has opted in. This all starts with building a qualified lead list.

Building the Lead List

  • We partner with Cience to build custom, human-verified, pre-qualified lead lists (if you have used other lead building services, you know how key the ‘human verification’ element is here).
  • This costs $2-5 per lead, depending on the complexity of the client’s ICP specs. 
  • Next, our clients create a budget for how much they want to spend on their lead list.
  • We also take existing records in your CRM and conduct a “health check” and update old or incorrect data, including adding new contact records.
  • Once the list is ready, sales and marketing work these leads in tandem.

Working the Leads: Sales

Once sales receives the list, they’re responsible for some initial outreach to ignite the prospect’s curiosity in the company. This includes:

  • Connecting with their leads on LinkedIn and following our proven LinkedIn method (we teach this method in detail, access for free now in our training room.)
  • Using our automated and templated HubSpot tool to send a short and sweet customized intro email, asking an easy question that we know they’ll say yes to (this is one of my holy grail tips from The Psychology of Selling).
  • The email’s CTA drives them to the website—this is where marketing comes in.
  • If the initial email doesn’t convert to an opt-in, we encourage salespeople to begin a 10-15 step cadence of emails, calls, social media engagement, invites to webinars or events, handwritten letters and other physical mail, and drop-ins, if applicable.

Working the Leads: Marketing

Marketing guides the prospect to an opt-in, in tandem with sales, by focusing on a few key strategies:

  • An engaging website that offers value on every page. We can build, update, or rebuild your website, using HubSpot’s CMS, or any service you’re already using.
  • A content marketing strategy, using important tactics like pillar pages and topic clustering. Sales BQ® has a full-service content team that creates buyer-persona specific content, and a copyeditor who can edit our clients’ in-house content. 
  • We follow an Account Based Marketing approach by using a targeted list, generating content specific to each buyer persona (title, industry, geographic location, and size of the company), and adding buyer-persona specific landing pages and content on the website. 
  • An SEO strategy, which goes hand-in-hand with a content strategy. Google’s algorithm is shifting, and SEO is no longer just about keyword stuffing. Google gets smarter every day, and it knows what pages people end up spending time on when they search for specific terms, phrases, and questions. This means that engaging, buyer-persona specific content is the SEO strategy we implement.
  • If a prospect clicks on the intro email from sales, HubSpot registers the action and guides the client to relevant content (both free and gated) created by the content team. 
  • Each piece of content offers value to the prospect and guides them to opt-in for even more relevant, valuable content. 
  • An SEM strategy. Most of us know that building organic search results takes time, but paid ads can drive results today, so we can implement ads and social media marketing to supplement traffic until the SEO strategy holds its own. We help our clients build a digital strategy that delivers targeted, qualified impressions, clicks, and conversions, all by focusing on quality over quantity.

Step 2: Lead Nurturing

Once the prospect has opted-in, we nurture the lead by getting them interested in and excited about your brand. How? By talking about the pains and problems you solve. We match the problems in their buyer-persona specific day-in-the-life with how your products and services solve those problems. They’ll begin receiving emails as the marketing email drip campaign (which we build) kicks in. Sales can also build their own customized, personalized email cadences to run alongside the marketing email funnel. The email campaigns should continue to guide prospects to more valuable content that helps answer their most pressing question, How can this company help me, make my life better, and address my key challenges?. This doesn’t have to be an endless barrage of fliers, either. We help our clients create rich content for prospects in the lead nurture funnel, including:

  • Compelling and powerful content meant to help them solve problems on their own
  • Webinars
  • In-house podcasts
  • Podcast guest spots
  • Guest blogging
  • Blogs
  • Brief how-to, instructional, or informational videos

Step 3: Lead Scoring MQLs Based on Engagement

Once a prospect begins engaging with the brand through the lead nurture content, HubSpot can automatically assign lead scores based on the actions the prospect has taken. This is customizable, and each client can determine the qualifying points that translate to a Marketing Qualified Lead (MQL).

Step 4: Sales Qualified Leads

We work with clients to build high-quality Business Development Representative teams. Once the prospect has been scored high enough to become an MQL, the BDR reaches out to qualify the prospect, at which point they become a Sales Qualified Lead (SQL). BDRs are trained on making pristine first impressions in order to tee up a qualified discovery or demo meeting with a salesperson, depending on the sales process flow for each company. 

Step 5: Opportunity & Forecasting Revenue

Now that the prospect has been properly nurtured and qualified, the salesperson turns that lead into an opportunity, forecasts the revenue, and begins doing what they do best: selling!

Notice how the steps get progressively shorter as the lead goes through the funnel? 

That’s because we are building a methodology that does the heavy lifting on the front end. This lets our clients’ salespeople target their skills with a laser-focus on the opportunities that are most likely to lead to revenue growth—and that’s how you build the front end of a revenue engine. Stay tuned for future blogs on our in-depth approach to Account Based Marketing content strategies and Mastering the Sales Demo

Want to talk about whether this methodology would make sense for your company’s environment? Reach out to me here to start a conversation!

Mary Grothe, CEO of Sales BQ®

Twitter @MaryLGrothe

Subscribe to our Quota Crusher™ Podcast.

Subscribe to our newsletter for sales tips and happenings at Sales BQ®



Mary Grothe is a former #1 MidMarket B2B SaaS Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, an outsourced RevOps firm of fractional VPs of Sales, Sales Ops, and CMO's who serve companies across the nation by profitably rebuilding their sales & marketing departments and growing their revenue by focusing on BQ, the behavioral quotient, and proven inbound + outbound strategies.

Topics: Blog Revenue Growth ROI For Sales Managers For CXOs For CEOs
3 min read

Don't Stop Generating Revenue during A Crisis

By Mary Grothe on Apr 1, 2020 11:21:17 AM

COVID-19 created a world-wide crisis and is negatively impacting many businesses. It's important we don't stop working during this time, but rather, keep our revenue engines running. When the crisis slows or ends, you don't want to have an empty pipeline. It will take time to rebuild the revenue flow and it will create a larger revenue gap for the companies who stop investing in pipeline building activities. The companies that continue to sell and market during this crisis will likely avoid potential fatal gaps in cash flow throughout the end of the year. 

3 min read

Leading Sales Teams Through a Crisis

By Greg Queen on Mar 31, 2020 2:22:54 PM

These days, it can feel like all we talk about and all we hear about is COVID-19, the “new normal,” and how all of our lives are rapidly changing. It can be easy to get lost in the worry and fear. Instead, I have been taking the same approach that I use in my sales process: be authentic; be confident; stay positive; and always remember that, no matter how bad it seems, this too shall pass. Below are some of the steps we’ve taken to move forward amidst the chaos. 

Topics: Blog Leadership For Sales Managers Sales For CEOs
4 min read

How Sales Leaders Can Respond in a Time of Crisis

By Rachel Dillon on Mar 31, 2020 9:05:38 AM

For sales leaders, there is no playbook for what we have experienced in the last two weeks. Most of us have gone from working on established sales plans to rapid crisis mitigation in a matter of days. Our perfectly-manicured pipelines are in shambles, and many of us are left wondering whether it’s even appropriate to continue our prospecting efforts. 

Topics: Blog Leadership For Sales Managers Sales For CEOs
4 min read

An Unexpected COVID-19 Side Effect: Speechless Salespeople

By Quina Turner on Mar 31, 2020 8:58:45 AM

3 Ways to Shift Your Sales Approach During Crisis

Topics: Blog For Sales Managers Sales For CEOs
5 min read

Crush Your Quotas: The 2020 Guide to Becoming a Sales Rockstar

By Mary Grothe on Mar 21, 2020 11:49:40 AM

If you're taking the time to read this guide, then I know you are ready to crush quotas. I'm Mary Grothe, CEO of Sales BQ®. I'm a former number one B2B / SaaS sales rep for a Fortune 1000 company. I worked on the number one sales team in the country. In my first year as a rep, my quota was $150,000 and I sold over $750,000 in revenue, which was more than the number two and three sales reps combined. Now, as CEO of Sales BQ®, I'm providing fresh content every week for sales reps, like you, who are ready to be Quota Crusher™s.

Dive into this guide and get ready to rev up your sales career.

Topics: Blog Leadership For Sales Managers Sales
7 min read

Not for the Weak.

By Mary Grothe on Mar 20, 2020 10:07:51 AM

Written June 20, 2018
Twice recently I was invited to share my path to entrepreneurship to groups of CEOs and business leaders. Both events were incredible and inspired me to share some of the highlights with you. 
5 min read

Top 3 Skills Sales Managers Must Have

By Mary Grothe on Mar 20, 2020 10:07:30 AM

We’re all human… which means we’re all uniquely different! So why manage your sales team members the same way? Some are naturals in some areas of the job and some not. They aren’t motivated by the same things - motivate them in ways specific to them! Manage them uniquely to the same outcomes.
2 min read

Get Fueled Up. It's Go Time.

By Mary Grothe on Mar 20, 2020 10:07:05 AM

I have the privilege of overseeing a 3 sales teams right now. As a company, we have over 10 teams we are managing. That gives us the opportunity to see a lot of behavior and determine what drives results and profitability for their employers and what hinders it.

Across all the teams, one quality stands out the most. It’s the “get up and go”. It’s the early mornings, preparing for the day, and getting started before your competitors are out of bed.

5 min read

Top Networking Hacks

By Mary Grothe on Mar 20, 2020 10:06:20 AM

You’re at a networking event and someone asks “What do you do?” and you quickly answer with your title and the name of the company you work for... and the products... and the services you have. The other person starts nodding their head and looking around the room at who else they could possibly start talking to. It’s not long before they walk away and the conversation is cut short.

The problem:

Most sales reps attend a networking event without a plan. They show up and enjoy the food and drinks, but don’t work the room. They may get a few business cards… but those cards end up in the trash, their car, or on their desk. They never follow up! Stop wasting money on networking.

Here’s a new plan:

1. Pre-call plan before the event. Learn about the event’s theme or the market/industry it serves. Become knowledgeable and ready to speak intelligently with like-minded people.

2. Scrub the attendee or member list (if one exists) and find both mutual connections and 2nd degree connections you’d like to meet. Profile them and plan 2-3 talking points on why you two should get to know each other and how you could be of value.

3. Prepare a checklist of what to bring:

  • Business Cards

  • Notebook

  • Gum / mints

  • Chapstick

  • Phone (with calendar)

4. Remember this rule while at the event: NO FOOD OR DRINK! No one wants to smell your bad breath, look at the food in your teeth, listen to you apologize because you can't answer their question while you have food in your mouth, or watch you fumble and juggle your plate and glass while pulling out a business card.

5. The “walk-up”

  • Approach those standing by themselves first

  • Approach pairs second (watch body language)

  • Approach groups last to avoid that awkward 5 minutes where you stand there but aren’t acknowledged and then have to figure out how to speak up or walk away

6. The “talk-track”

Get them talking first. Ask questions. Uncover their name, title, company, and day in the life of their role.

THEN you customize your value prop based on who they are!

Value Prop Basics

  • Don’t state your title, company name, or anything about you.

  • Make it ALL ABOUT THEM (be compelling!)

  • Tell them you typically work with CEOs (or insert the title of the role you often target) who experience pains, problems, and undesirable results that they most likely also experience. Then describe the overall desired change / gain they most likely want.

You want to respond to “What do you do?” with a strong value proposition that encompasses the brand, builds trust, and shows credibility through describing the problems you solve.

A good value prop does one of two things:

  1. Starts a qualified sales conversation

  2. Results in a referral to a qualified prospect

The last step of our networking strategy is to SCHEDULE NEXT STEPS ON THE SPOT! Don’t lose your momentum - pull out your phone’s calendar and schedule your next meeting and ensure you capture their contact info. For those who aren’t ready to commit to next steps, block out 1-2 hours after event for scheduling future follow-ups.

Example of a poorly constructed value prop:

I’m Mary Grothe, CEO of Sales BQ. We specialize in sales consulting, sales recruiting, and sales training for companies across the country who are looking to grow sales.

Example of a powerful value prop that creates sales conversations:

Typically, CEOs & VPs work with us when they’re too heavily involved in sales and don’t achieve the revenue they want. Whether they’re still selling the product or service themselves or are stuck managing a non-performing team, they need help driving revenue growth. Some tried hiring and developing sales reps, but never saw any results! Bad sales hires are costly, yet even “A-level” sales talent can’t perform without infrastructure, systems, and processes in place. Ultimately, the CEOs & VPs who work with us want a profitable sales engine that produces high-growth sales.

Try these hacks at your next networking event, and let us know what kind of results you get!

Article written by Mary Grothe, CEO of Sales BQ.



We've compiled an excellent, practical guide to help you do just that! Check out Crush Your Quotas: The 2020 Guide to Becoming a Sales Rockstar.

5 min read

Build Your Career In Sales: How to Find and Excel in Your Next Sales Role

By Mary Grothe on Mar 20, 2020 10:05:50 AM

You may be starting out or far into your career, but there always comes a time to find a new role. Starting new can be scary and intimidating. You want to love where you work and what you are doing. Finding that perfect match is difficult, but possible. No two sales roles are the same, they always vary to some degree. You must educate yourself on the different types of sales roles and ask the potential employer what the role specifically includes, what type of sales culture exists, and how the company supports a high growth sales department.

5 min read

3 Attributes of Top Sales Performers

By Mary Grothe on Mar 20, 2020 10:05:20 AM

As a former #1 and Top 10 rep, I’m often asked to share what I believe are the top attributes of high-performing sales people. In addition to my own experience at the top of the rankings, I had the opportunity to work on the #1 sales team in the country and now oversee dozens of top sales performers across the country.

Whereas there are many skills and attributes that top sales performers have, I believe these are the top 3.

  1. Relentless pursuit of winning, fueled by hating to lose and the inner desire to be number 1, and competing in everything.

  2. Full of passion, enthusiasm, and conviction.

  3. Industry and product/service expert.


Attribute #1:

Relentless pursuit of winning, fueled by hating to lose and the inner desire to be number 1, and competing in everything.

As a young sales rep cutting my teeth in payroll & HR sales at 24 years old, I knew I had a mountain to climb in order to succeed. As the youngest of 4 children, I was not a stranger to competing for anything and everything I wanted in life. I was focused on the relentless pursuit of getting everything I wanted and I was always willing to earn it and fight for it - trust me, nothing was handed to me. For those of you who know my story, some days were plain fighting for survival. But I love that about me. I started my sales days at 4:45 am and was the first to the office, no later than 6:30 am, each day. I started the coffee and prospecting before others came in. I consistently exceeded all my sales activity requirements and outsold everyone. I made it a point to not settle once I was in first place - I made it a point to absolutely crush my number and give it everything I had. I waited anxiously each Friday morning to see the sales rankings posted. In that tense moment I wondered if someone would knock me off the #1 ranking. There was so much pleasure in not losing. It fed me.

I now get to watch many top sales performers across the country give everything they have to succeed. They’re always on, they’re always talking to someone, they never settle, and they always win. They hate losing so badly they figure out a way to win as often as possible. Even though it is not about survival (thankfully), they compete as if it is. I watch these top performers exude the same high work ethic as me. Not succeeding is not an option for them. The thought never enters their mind. They play in an entirely different league. Most sales reps wonder if they will achieve their quota for the month or quarter. Top performers don’t even care about their quota, they set high goals and work towards their personal best.


Attribute #2:

Full of passion, enthusiasm, and conviction.

I used to hear my prospects say, “if you can be that excited about payroll, it must be great.” I hear over and over and over again that my passion and enthusiasm is contagious. I’ve inspired prospects to buy from me. Add in conviction, and you have the trifecta. Passion, enthusiasm, and conviction. This trio will create motivation, excitement, and urgency with your buyer. I made it a point to master the understanding of the “day in the life” of my prospect… outlining their pains and problems. Understanding how much those pains and problems cost them and how much better their lives would be if they had my product or service. By mastering their “day in the life”, I was able to speak their language and only use terms and phrases that resonated with them. I made it a point to align with them and sell ONLY what they needed to help them experience the biggest turnaround and ROI. My prospects knew I had their best interest in mind.

Today, as we coach and train reps across the country, I am a stickler for the quality of their presentations and interactions with their buyers. Prospects don’t like mediocre sales people, so don’t act like one. Get excited about what you sell. Understand how you solve problems for your buyer and exude extreme passion, enthusiasm, and conviction. It’s a game changer in the sales presentation.


Attribute #3:

Industry and product / service expert.

They called me a technical ninja. I knew our products and services inside and out. There were rarely questions I could not answer. In fact, in most cases, I knew more about the system’s capability and how it compared to the competition than my implementation and service partners. I found myself helping create custom scenarios in a demo site and then helping my clients build out the functionality once on board. Being a technical ninja built incredible trust and credibility with my prospects. Unfortunately, many buyers think sales people lie… that they over promise just to get the sale. NOT ME. I could prove out any answer I gave and show it in the system. My close rate was also over 75% against a company wide average of less than 20%. I enjoy working smarter, not harder. I also had one of the highest average revenues per sale and highest average implementation fee. I like crushing my quota and not over-working to do it.

As we now help sales reps ramp in their role, I make it a requirement to become “demo certified” within their first 30-90 days, depending on the complexity of the product / service and industry tenure. Be a technical ninja. Technical ninjas crush quotas. Don’t rely on your sales engineer.

In summary, there are a lot of great attributes and qualities of top sales performers, but if I had to boil it down to 3, it’s the relentless pursuit of winning; passion, enthusiasm, and conviction when selling, and knowing the product and service inside and out. They say people buy from people they know, like, and trust… be hungry, smart, and passionate - your prospects will like that, and trust you.



We've compiled an excellent, practical guide to help you do just that! Check out Crush Your Quotas: The 2020 Guide to Becoming a Sales Rockstar.

4 min read

The Plight of the First Time Manager

By Danny Gordon on Mar 20, 2020 10:04:55 AM

I remember my very first promotion, I was 24, barely 2 years into my first job - and I was being promoted to an Operations Lead! What did that mean? What were my new responsibilities? How was I supposed to “lead” my team? All good questions, none of which I received answers.

4 min read

Nike Has It Right!

By Steve Parry on Mar 20, 2020 10:04:34 AM

A coaching client of mine has experience, intelligence, and understands and retains the sales concepts we discuss. He struggles, however, with implementation—just doing it!

6 min read

What is BQ?

By Mary Grothe on Mar 20, 2020 10:04:08 AM

BQ, the behavioral quotient of behavioral intelligence, is the conscious decision to show up and perform every day at your highest ability. BQ is fueled by your thoughts, which turn into feelings, which dictate your actions, and result in your performance.

According to Matthew Jones (@M_tthewJones, 2016), “Your talent means nothing without consistent effort and practice”.

As it relates to BQ in a sales role, BQ is negatively impacted by lack of infrastructure, clunky internal processes, mixed messages from management, lack of a high-performing culture and innovation in the company’s product or service.

In my 8 year B2B mid-market SaaS sales career, I was surrounded by hundreds of sales reps and managers. Most of us in the top 20% were technical, knowledgeable, talented, high urgency, well-spoken, emotionally self-aware, able to sell consultatively, demo our own technology, sell to multiple personality styles, and tactfully crush the competition. However, we were not all consistent in our performance and results. It wasn’t because we didn’t know how to do it or weren’t doing it effectively. Trust me, we were sales ninjas.

Our behavioral quotient (BQ) was impacted by several factors throughout the years. Some top reps would have quarters or sales years at 50% of what they’d done previously.

Factors of BQ

1. How You Think

Mental mindset and preparedness fuel your BQ. How you think determines how you feel, which determines how you act, and how you perform.

2. How You Feel

How you think determines how you feel. If you let negative thoughts stay in your mind too long, they start to alter your emotions.

3. How You Act

Your mental mindset fuels your emotional state which sets you up for how you act. Action is everything in a sales and sales management role.

4. How You Perform

Your performance is the outcome of your actions. Low performance is typically a result of not doing the work required to succeed.

How To Track Your BQ

Take the new Sales BQ® Quiz and receive a custom output for your score with a plan for improving your BQ.

Sales activity is one indicator of future sales results. A rep can track their BQ daily based on the decisions they make throughout the day. Reps with high BQ plan their day before it starts. They wake with a plan and execute the plan. Reps with high BQ stay focused and continuously prioritize tasks throughout the day as urgent items pop up and attempt to derail them. Reps can measure their BQ daily by how well they execute their plan, how they handle high-stress and high-urgency situations, and how focused they remain as they get bogged down or overwhelmed. BQ can be measured with sales activity metrics and tracking of high-performing behavior.

Example: If a rep receives word they lost a deal, they may become discouraged and want to “check-out” for the remainder of the day and be upset about it. It may crush their energy and desire to put forth the behaviors needed to close out the day strong. A rep with high BQ will process the loss, learn from the facts and not be consumed by the emotional story they’re creating in their mind, and continue to focus and close out the day strong.

Take the Sales BQ® Quiz now to get your Sales BQ® Score and plan for improvement.


Additional helpful resources:


We've compiled an excellent, practical guide to help you do just that! Check out Crush Your Quotas: The 2020 Guide to Becoming a Sales Rockstar.


We've compiled an excellent guide just for that - Step Up Your Game: The Complete Guide to Effective Sales Management.


Visit our guide for CEO's looking to scale their revenue: The Master Guide to Busting Revenue Roadblocks

Subscribe to our Quota Crusher™ Podcast.

Subscribe to our newsletter for sales tips and happenings at Sales BQ®.

- Mary Grothe, CEO Sales BQ®




Mary Grothe is a former #1 MidMarket B2B SaaS Sales Rep who after selling millions in revenue and breaking multiple records, formed Sales BQ®, a firm of fractional VPs of Sales, Sales Ops, and CMOs who serve companies across the nation with one driving goal: profitably rebuilding their sales and marketing departments to grow their revenue by focusing on BQ, the behavioral quotient.

Twitter @MaryLGrothe

5 min read

5 Cold Calling Tips and Tricks

By Mary Grothe on Mar 20, 2020 9:59:25 AM

  1. Profile the prospect before the call and limit your outreaches to qualified prospects.

  2. Don’t state your full name, role, or company name in your opening statement

  3. Avoid asking “How are you?” - It’s an automatic giveaway you’re in sales

  4. Lead with a value statement that shows you’ve done your research and have identified a possible problem or undesirable situation you can fix

  5. Close for the next step, be it a pass-off to an AE or a scheduled discovery call, and don’t talk yourself out of the opportunity by sharing too much up front… save that for later.


1. Profile the prospect before the call and limit your outreaches to qualified prospects.

Don’t waste your time calling prospects that aren’t qualified. Before you ever pick up the phone, DO YOUR RESEARCH! Only call the profiled prospects you know are qualified. If you typically call through an unqualified lead list or from an old database, you may end up putting in a lot of unnecessary time into your process. You’ll also have a lower conversion rates on calls, which may lead to frustration and burnout. Lastly, prospects love when you do your research. You only need one value statement specific to their world to help propel your chances of converting them to a qualified discovery meeting.

Download this free profile template here.

2. Don’t state your full name, role, or company name in your opening statement.

If you want to stay on the call more than 5 seconds you CAN NOT state your full name, role, and company name. Once they figure out you are a sales rep they will typically hang up and have no interest in speaking to you. They don’t want to be “sold to”. Open up casually, like a friend, and don’t trigger them into thinking they’re about to hear a sales pitch. 

3. Avoid asking “How are you?” - It’s an automatic giveaway you’re in sales.

Just stop it. Seriously. Only salespeople ask this question. Remove it from your outreach ASAP and follow the script below! Get to the point. Don’t ask this disingenuous question that salespeople often ask.

4. Lead with a value statement that shows you’ve done your research and have identified a possible problem or undesirable situation you can fix.

When you profile the account, look for one point of commonality that you can bring into the conversation that shows you’ve done an ounce of research and you might be of value to them. Then link that research point to a value statement that highlights how you can fix a specific problem or undesirable situation they most likely have based on the information you uncovered.

Try using this opening statement:

Hey (prospect first name), it’s (your first name). I saw (insert one point of information you found when profiling that leads into your value statement). (Then, insert your value statement which highlights a problem or undesirable situation that may be occurring). May I briefly share (3rd party client story or example of your work… this shows proof of concept, it’s not about you, it social proof and validation of how others benefited from your work) a few recent projects we worked on in / with (name location or their competitor or industry relevant company name to create an emotional trigger of relevancy for them)?

EXAMPLE: Hey John, it’s Mary. I saw your company expanded and you moved into your first office space. Congrats! Most executives can’t predict how much extra work is created when they get their first office… one of the biggest stressors can be furnishing the space, giving it the vibe and feel your employees crave, but without breaking the bank. May I briefly share some pictures and examples of a few recent projects we worked on in Denver, not far from you?

Learn more about building custom outreach messages that convert here.

5. Close for the next step, be it a pass-off to an AE or a scheduled discovery call, and don’t talk yourself out of the opportunity by sharing too much up front… save that for later.

We’ve witnessed too many salespeople garner interest from the prospect and then blow it by talking too much and prematurely sharing how they can solve a problem before proper discovery. The prospect must emotionally agree they have a problem to fix and often that process happens through killer discovery, not in a prospecting call. Stay focused on your goal of scheduling next steps. If you’re passing the prospect to an Account Executive, follow the process and ensure you get the key qualified data your company requires to count it as an SQL and you get credit! If you’re scheduling next steps for yourself, all you need is ONE reason to continue the conversation. One of my favorite talk tracks is:

“Hey look (prospect first name), let me pause us. I called you of the blue today and want to let you get back to your day… it sounds like we have something to talk about it, let’s continue this conversation at your office later this week.”

Turn cold calls into warm calls by profiling first. Don’t call unqualified prospects. Find one point of commonality that shows you know a bit about the prospect and lead into a value statement. Drop the formality in the opening and only use your first name. NEVER ask “How are you?”. And don’t forget to stay focused on the goal of the call… to schedule your next meeting!

Mary Grothe, CEO Sales BQ®

4 min read

Time Management Hacks for Top Performing Salespeople

By Mary Grothe on Mar 20, 2020 9:54:28 AM

In a previous blog, we discussed the 3 Attributes of Top Sales Performers. I’d argue that time management is easily the 4th attribute… or at least part of their worth ethic component, also known as BQ (the behavioral quotient).

9 min read

Sales Compensation Modeling

By Mary Grothe on Mar 20, 2020 9:52:11 AM

Gone are the days of the salesman of yesteryear who wants to work commission only or at a low base salary with high OTE (on target earnings) based on commissions earned. 87% of top performers are intrinsically motivated, not externally motivated, or money motivated. Don’t get me wrong, top sales performers love earning money and strive to be a high income earner, but it’s not their top motivator or the driving reason why someone accepts a sales role.

Sales BQ® has interviewed over 3,000 candidates for various sales and sales management roles across the country. Whereas it’s not a huge sample size, we feel it gives us enough data to speak intelligently on this topic.

8 min read

5 Top Email Hacks for Prospecting

By Mary Grothe on Mar 20, 2020 9:49:27 AM

  1. Use the prospect’s first name in the subject line, use a meaningful sentence as the subject, and avoid capitalizing the first letter of each word.

  2. Take advantage of the first two lines of the email, which will be the “preview” your prospect reads in their inbox.

  3. Quit talking about yourself - find a point of commonality between you two that generates interest for them to learn more about the problems you solve for them.

  4. Close the email with a simple question about opening some dialogue on what you’ve done for others.

  5. Realize most prospects will read your email on their mobile, proof it on yours before you send it to them.

Email prospecting can be frustrating. Most reps “hide” behind email prospecting because their call reluctance creates a strong fear of cold calling. Email is easier, right? You have time to write out your thoughts, you can edit them before sending, and you can even automate email prospecting! Unfortunately, a million other sales people and marketers agree with you, which is causing an obscene amount of spam in prospect inboxes.

I’m an executive. I run a company. I am prospected all the time. Over 90% of the emails I receive from salespeople get deleted before I am done reading the subject line. I can sniff out a sales rep within the first few words. However, every now and then, a very well crafted email makes its way to me and I engage the sales person.

What do they do that causes me to engage? They get on MY sidewalk. They speak to me, in my language, and talk about something that is relevant to me. They’re casual and brief in their email. They get me excited to learn more.

I’ve studied hundreds of prospecting emails over the last year and here is what I have found to catch my attention.


Hack #1

Use the prospect’s first name in the subject line, use a meaningful sentence as the subject, and avoid capitalizing the first letter of each word.

When an email subject line has my name in it, I immediately look at the sender’s name. If I do not recognize their name, I read the rest of the subject line. Seeing my name catches my eye, it immediately draws me in. But the rep can blow it if they indicate they’re selling something in the subject line… I can tell when I am being sold to or marketed to when the first letter of each word is capitalized. I can also tell when a question is being asked that clearly indicates they’re trying to see if I have a certain “problem” or interest in their industry, product or service.

Here’s what works.

Start your email in the subject line…. Yes - it is engaging and it helps open rates!

Example email subject line: Mary, I drove by your location earlier today…

This immediately triggers me and causes me to read the email. I ask myself, who is this person? Why did they drive by? Is this a potential customer? How do they know about us? What did they need?

Hack #2

Take advantage of the first two lines of the email, which will be the “preview” your prospect reads in their inbox.

Please immediately stop introducing yourself in the first two lines of your email. It’s redundant and a waste of space. They can see your name as the sender of the email AND they can see your email signature. Stating your name a 3rd time makes no sense… yet I see this all the time. Hi Mary, my name is Alex. I am the lead recruiter over here at ABC recruiting. Yada yada yada…. Try using something more engaging!

My recommendation? Continue the sentence from the subject line - you already said my name in the subject and started a sentence.. Continue it.

Example email subject line: Mary, I drove by your location earlier today…

Example first two lines email: … I had to come by and see it myself. After you posted that photo on LinkedIn, I knew I needed to come by.

What’s happened here? I am completely sucked into this. Which photo? What did they see? This is about ME. Prospects really enjoy when you make it about THEM…. NOT YOU.

Hack #3

Quit talking about yourself - find a point of commonality between you two that generates interest for them to learn more about the problems you solve for them.

You’re a stranger, you’re interrupting them. You only get on their sidewalk when you speak their language and discuss a point of commonality, something of relevance to them.

Before you ever email a prospect, please look them up on LinkedIn, Google, their website, or another form of social media. Find ONE talking point that will both resonate with them and lead you two into a discussion of the problems you solve for them.

Please avoid pitching your products and services “we have leading technology” or “our product is award-winning” and avoid using vague marketing terms like “we give companies peace of mind” or “we save them time and money” or “we have the best customer service”. This is boring and it shifts the focus to you… but they don’t know you yet and you haven’t earned the right to pitch or talk about you.

Use that one point of commonality and start creating a discussion about the problems you can solve for this prospect.

Example body of email, continued: You’re clearly making waves in the sales training industry. That empty warehouse will soon become your brand image and set the tone for the work you do. Most business owners panic when they move into an office space for the first time. They aren’t sure how to furnish it with dynamic style that communicates their brand without breaking the bank or having to personally build IKEA furniture for the next month.

This email has everything to do about me, my fears, my needs, and my problems. The rep hasn’t pitched or sold to me yet. I am smart, so I realize they must work in the office furniture industry… it doesn’t negatively trigger me. They’re speaking my language… those are all concerns of mine. Now I am asking myself, how can they help me?

Hack #4

Close the email with a simple question about opening some dialogue about what you’ve done for others.

This is simple and straightforward. End your email with a question about providing social proof or a third party story of what you’ve done for others. Prospects love hearing about how your product or service solves problems and provides ROI. So offer it up to them before closing to schedule a full-blown discovery meeting.

Example email close: Are you open to some dialogue on how we have helped others with spaces like yours?

This close feels safe. They aren’t trying to sell me. They aren’t asking me for an hour of my time. They are allowing me to hear a story and make a decision if I feel like meeting with them. This feels good.

Hack #5

Realize most prospects read your email on their mobile, proof it on yours before you send it to them.

Whereas I do not know the exact stats, I would guess more than 50% of emails are read on a mobile device. With that, be sure you send it to yourself and proof it on your mobile… this extra little step will help you catch emails that are too long, can be trimmed up, or need some restructuring.

Let’s put this example email together…

SUBJECT: Mary, I drove by your location earlier today…

BODY: … I had to come by and see it myself. After you posted that photo on LinkedIn, I knew I needed to come by. You’re clearly making waves in the sales training industry. That empty warehouse will soon become your brand image and set the tone for the work you do. Most business owners panic when they move into an office space for the first time. They aren’t sure how to furnish it with dynamic style that communicates their brand without breaking the bank or having to personally build IKEA furniture for the next month.

Are you open to some dialogue on how we have helped others with spaces like yours?

Download our easy-to-follow email template here.



We've compiled an excellent, practical guide to help you do just that! Check out Crush Your Quotas: The 2020 Guide to Becoming a Sales Rockstar.

For more hacks and tips on revving up your sales game, subscribe to our Quota Crusher™ podcast on You Tube, iTunes, or Google.

Mary Grothe, CEO Sales BQ®

3 min read

Coaching Through Conversation

By Mary Grothe on Mar 19, 2020 6:42:40 PM

A sales manager should manage both the “day to day” and coach up the best performances from their team. Finding the right opportunity for coaching can be difficult, however, sales meeting debriefs can be an effective place to start. A sales meeting debrief is when the manager and sales rep discuss what went well, what did not, and what could be improved.

4 min read

Step Up Your Game: The Complete Guide to Effective Sales Management

By Mary Grothe on Mar 19, 2020 5:02:51 PM

We’re all human… which means we’re all uniquely different! So why manage your sales team members the same way? Some are naturals in some areas of the job and some not. They aren’t motivated by the same things – motivate them in ways specific to them! Manage them uniquely to the same outcomes.

To be a highly effective sales manager, you need to understand what motivates each of your team members and how to tap into that motivation. This guide will provide you with the resources you need to understand your team and to build a high performing sales culture.

Topics: Blog Leadership For Sales Managers Sales
4 min read

Convert Sales Reps Into Elite Performers by Leveraging BQ

By Mary Grothe on Mar 19, 2020 4:59:21 PM

You might wonder why some reps on your team have the experience, knowledge, and skills to be top performers, but they still aren’t hitting quota. That’s where BQ comes into play. A person’s behavioral quotient determines how they show up and get the job done. One aspect to BQ is how someone is motivated. It’s important to determine if your reps are intrinsically motivated, extrinsically motivated, or altruistic. It’s critical the environment they show up to everyday feeds their motivation. If you get to know your reps and how they’re motivated, your whole team can become elite performers. Let’s get into each of these motivators and how you can adjust your environment for them.


An intrinsically motivated sales rep feeds off of recognition and competition. They want to be number one and are going to compete to get there; ultimately winning the title and bragging rights. They want to be recognized for their hard work and know they’re appreciated and valued. You can recognize this person's accomplishments both verbally and through awards. You’ll want to acknowledge their efforts, small wins, and big wins both one on one and publicly. You should acknowledge their effort and wins in sales staff meetings in front of their peers and via group emails. An intrinsic employee might start to feel undervalued and become unmotivated if the company or manager begins to cut back on these actions. They might start to ask “Why should I go the extra mile? No one cares.” This is when you’ll start to see their numbers decline. It’s critically important to set aside time to talk with these employees regularly and give recognition for their hard work. Not just outcomes, but also the daily effort of the grind and hustle.


Someone who is extrinsically motivated is driven by external rewards, like money. They fight for the money they work for. Mentally, they correlate every ounce of effort to the potential dollars that can be earned. When you sit with this employee, you should talk to them about how to maximize or “break” the comp plan, so they can make more money with increasing their productivity. With an extrinsic rep, you might find their numbers start to drop when they feel something may affect their compensation negatively. This could be a comp plan change, a territory change, or a role change they interpret negatively. You’ll potentially see performance drop through their words, thoughts, and actions. Create a compensation plan that is exciting, drives high work ethic, productivity, and allows the extrinsic reps to clearly understand how their hard work translates into higher income. Then, they’ll transform into elite performers. 


Altruistic people are focused on supporting and serving others, and that’s where they find their motivation. Sales reps who are altruistic should opt out of a sales role and look for something in customer success. If your sales rep is altruistic they’ll perform best in an account management type of role. These reps want what is best for all of those around them, and if they are no longer able to service the clients after they sell them, you will start to see their performance drop… Because, chances are, they are still servicing their clients’ needs and not selling new business.

Have personal conversations with your sales reps and learn what makes them wake up in the morning and get going! Motivation is what fuels people to get anything done. Create an environment that fuels each of those motivators. It is possible to create an environment including all three of these motivators. As a manager, you need to ensure you recognize the intrinsic with compliments, reward the extrinsic with the right comp plan, and allow service opportunities for the altruistic. Experience, knowledge, and skills are all important factors in your sales rep’s performance, but feeding their BQ motivators will drive higher productivity and sales.

Mary Grothe, CEO of Sales BQ®



We've compiled an excellent guide just for that - Step Up Your Game: The Complete Guide to Effective Sales Management.


To learn more about Sales BQ® and subscribe to our blog, go to

To learn more about Mary Grothe, go to 

5 min read


By Mary Grothe on Mar 19, 2020 4:46:24 PM

We’re all human… which means we’re all uniquely different! So why manage your sales team members the same way? Some are naturals in some areas of the job and some not. They aren’t motivated by the same things - motivate them in ways specific to them! Manage them uniquely to the same outcomes.
8 min read

The Master Guide to Busting Revenue Roadblocks

By Mary Grothe on Mar 19, 2020 2:37:43 PM

If you really want to bust through your revenue roadblocks, you need a holistic approach to growth. Sales BQ® uses an exclusive process that we call "Build + Hire + Drive". The Build phase is all about analyzing what's currently in place, finding what's not working, and identifying what's missing. The Hire phase is about building a high performing team and culture. The Drive phase is about communication, coaching, metrics, and driving the process through to your revenue goals. In The Master Guide to Busting Revenue Roadblocks, we've broken down each of these categories and provided you with helpful resources to get you on the way to busting your revenue roadblocks and generating the ROI you know your company is capable of.

Topics: Blog Revenue Growth Leadership ROI For CEOs
6 min read

The Need For Onboarding

By Rylie Manross on Mar 18, 2020 11:48:18 PM

Hiring a new employee can be challenging, but it doesn’t have to be. Onboarding is the transitional process between hiring the new employee and getting a return on investment. It takes roughly 6.2 months to break even after you hire a new employee. This is the point they no longer consume from the business, but start to add value. However, 20% of turnover happens within the first 45 days of employment ( and nearly 33% of new hires look for a new job within their first six months (hbr.og). The percentages are even higher and the timeline sooner for millennials. This is a money pit for companies if they can’t find employees that are in it for the long haul.

“In the U.S. and U.K., an estimated $37 billion is spent annually to keep unproductive employees who don’t understand their job and 35% of companies spend $0 on onboarding” ( The problem is not just picking the wrong candidate, but failing to create a successful onboarding process.


How can you fix this, especially for sales hires?

Sales reps need to know why they add value to the company, how their position plays into the overall mission of the company, and a clear understanding of what their job consists of. New sales hires can’t just show up on the first day and start bringing in revenue. They need an excellent onboarding process with CLEAR expectations and milestones, “new employees who went through a structured onboarding program were 58% more likely to be with the organization after three years” (

Onboarding does not only retain employees, reports show new hires being more proficient in their roles 4 months sooner with longer onboarding processes ( These new sales reps must have a structured introduction to the company to result in long lasting quota crushing. This isn’t just a quick, one day “here is your computer, here is your desk, now work”. The sales reps need to believe in the company, understand the company, and want to give you the results. 77% of new hires with formal onboarding training hit their first performance milestones ( At Sales BQ®, 85% of our new hires hit their onboarding ramp quota. Onboarding motivates the reps from day 1.

These statistics show the need for successful onboarding, but what is shocking is only 50% of small businesses have a structured onboarding process ( That means half of you are missing out on major benefits. It is time to invest in your employees, give them the tools they need to succeed and reap the benefits.


Sales BQ® New Sales Hire Onboarding Process

Here’s our process. Feel free to snag these ideas and implement them in your business!

  1. Communicate before their start date. Have all new hire paperwork filled out (electronically with your payroll provider, if possible).

  2. Setup their workstation with all their required technology: dual monitors, laptop (preconfigured with all their logins), mouse, keyboard, phone, headset.

  3. Create a welcome sign and decorate their workstation.

  4. Get a welcome card and have everyone sign it, place it on their desk.

  5. Load them up with business cards, pens, notebooks, file folders, branded company thank you cards, marketing material, letterhead, etc - whatever materials they need!

  6. Inform everyone in the company you have a new hire! Make sure the team knows their start date and they’re extra welcoming on their first day, ensuring the new sales hire feels welcomed by ALL.

  7. Give them a guided tour of the office, show them around, make sure they feel comfortable with where the bathroom and kitchen are, share the rules of the fridge and dish washing, etc., so they can be successful in those areas from day 1!

  8. Have a team lunch on their first day!

  9. Create a 30 day onboarding agenda in an online document they can follow. Outline every hour of every day and indicate what they should be doing, with whom, with what resources, and include a daily or weekly milestone checklist so they can feel good about how they’re progressing during onboarding.

  10. Create a realistic ramp quota for both leading (activity) and lagging (outcomes) indicators.

  11. Create expectations, gain agreement on them, and create a plan of accountability and repercussions if they don’t achieve them.

  12. Develop a personal plan that aligns their sales achievement to their personal life goals, creating buy-in and ownership of their success!

  13. Give feedback early and often - have tough conversations if they’re aren’t meeting expectations BEFORE it turns into an issue.

  14. Verbally recognize and commend them for good behavior - reenforce the good and correct any poor performance or traits.

  15. Adjust the onboarding & training plan if they need to slow down or speed up - everyone learns at a different pace, be flexible.

  16. YOU own their success for the first 90 days - be there for them.



We've compiled an excellent guide just for that - Step Up Your Game: The Complete Guide to Effective Sales Management.


To Learn more about Sales BQ®, visit


5 min read

Why You Need Sales Operations

By Liz Karabetsos on Mar 18, 2020 11:08:28 PM

It’s officially 2020 and the necessity of Sales Operations is here!

6 min read

Creating a Sales Engine

By Mary Grothe on Mar 18, 2020 7:11:12 PM

I often talk about creating a sales engine for companies, which is a powerful and successful sales team that accentuates the strengths of each rep. It can be difficult to find one person that is a strong hunter, closer, and relationship builder. Creating a sales engine that splits the different strengths of each person into a specific roles to work together is more profitable than trying to find multiple people that can do the whole sales cycle. We have all of our reps take an Objective Management Group Assessment® (OMG). This gives us a clear idea of each reps strengths and weaknesses. From there we can fill each role with the best candidate.

16 min read

How CEOs Grow Revenue, Holistically

By Mary Grothe on Mar 18, 2020 1:41:49 PM

Many CEOs are under pressure to increase revenue, but knowing where to focus your revenue generation efforts can be a challenge. While your instincts may be telling you to focus on one specific problem area, companies often benefit from better long-term results when revenue growth is approached holistically. Approaching revenue growth holistically means focusing on efficient and profitable revenue growth across marketing, sales, and customer success, all focus points of the term, revenue operations.

8 min read

What is PCE and How Will it Transform Your Sales Conversations?

By Mary Grothe on Mar 18, 2020 8:58:28 AM

Many prospects have said to me, “If you can be that excited about what you’re selling, it must be good.” On the contrary—I’ve had more than one sales manager tell me I need to “calm down” in my sales conversations. I might get a little excited, and I do monitor it, but I stand by the fact my PCE has put my sales success over the edge for years and resulted in a lot of revenue generated.