If you are in a Sales Development role, then you represent a rapidly growing sector of sales professionals. For God's sake, make us look good. This presentation addresses how sales leaders and representatives can both serve the greater good. Ralph Barsi presented these slides exclusively for the Betts Recruiting-Sales Hacker Conference on Sales Development, held July 29, 2014 in San Francisco.

1. RALPH BARSI
@rbarsi
in/ralphbarsi
If You’re in Sales Development,
You Must REPRESENT!

2. @rbarsi
in/ralphbarsi
PROFESSIONAL
Sales career began in 1994
Built first Sales Development team in 2000
VP, AA-ISP Silicon Valley since 2011
Top 25 Inside Sales Professionals in 2014
RALPH BARSI
Sr. Director, Sales Development
PERSONAL
Born and raised in the Bay Area
Degree from St. Mary’s College
Married 18 years, father of 3 boys
Drummer for 40 years

3. SDR Team
@rbarsi

4. SALES LEADERS “Raise your standards!”
Manage revenue pipeline, as well as people pipeline
• Sales reps are just that…reps -- they represent
• Sales reps will one day become part of your alumni
• Invest time with SDR’s (listen to calls, host power hours)
• Host bi-monthly 1:1’s (must include personal stuff)
• Host weekly team meetings (always assess RPM*)
@rbarsi*Results, Purpose, Massive Action

5. SALES LEADERS
@rbarsi
Account Executives
SDR’s
Leaders
Leaders pull teams forward
Leaders influence & inspire
Leaders add value & attract success
Leaders continuously improve
Leaders seek first to understand
Leaders commit & communicate
Leaders are servants
Sales

6. @rbarsi
SALES REPS “Live in the present!”
Embrace the grind
• Resolve to improve your game 1% a day
• Personal network plateaus, professional network grows
• Master the role you are in right now; you’ll need these skills
• Study your craft (Hint: TV won’t teach you)
• Learn as if you need to teach someone else
• Hustle until you no longer have to introduce yourself

7. @rbarsi
CONTINUED EDUCATION
Absorb the lessons in this book
Wooden on Leadership
By Coach John Wooden
http://bit.ly/WoodenBook
Hear the wisdom in this talk
Candor in the Workplace
Jack Welch at Stanford GSB
http://bit.ly/WelchCandor
Learn how to lead in these videos
Team Life Missions
US Navy SEAL, David Rutherford
http://bit.ly/SEAL-TeamLife
Make professional connections
Little Black Book of Connections
By Jeffrey Gitomer
http://bit.ly/BookofConnections
Watch how Salesforce does it
Sales Prospecting Secrets
Andy Scollan & Wallace Holland
http://bit.ly/FilltheFunnel
Read Why Sales Dev Matters
A Proven Framework
Craig Rosenberg
http://bit.ly/SalesDevFramework

8. THANK YOU!
@rbarsi
in/ralphbarsi
Remember, you GOTTA REPRESENT!