Posts Tagged ‘ GutCheck ’

Thanks for supporting the Openera pre-launch party and cancer fundraiser!

Thursday August 25th was a day to remember for us at Openera, and we want to thank YOU for making it such an awesome day. The Openera Launch Party and GutCheck for Cancer Fundraiser was a huge success – which is a major reflection of the kick ass startup community we have here in Ottawa.

We have a pretty lengthy list of people to thank for making the launch a night to remember… so here goes (queue the music…):

Bruce Firestone – Thank you for your inspirational words and being such a major supporter

of Ottawa startups/entrepreneurs.

– Dave Schellenburg from Live 88.5’s Morning Start Up – Thank you for attending the event and sharing a few words with the crowd, much appreciated!

– Devin and the Mill Street Brewery Team – Thank you for your sponsorship and for fueling our launch party.

RedBull – Thanks for sponsoring and giving our launch party “wings”.

– Scott Annan (Mercury Grove) – Thank you for letting us use the Mercury Grove HQ as the launch party venue and for being an awesome supporter of Ottawa startups.

– The NetGen Team – Thank you for your speedy delivery of our simple story video and working with us on our landing page and mobile site, you guys rock!

– Everyone who donated to our fundraising efforts for the Canadian Cancer Society. Cancer sucks and every little bit we can donate will make a BIG difference.

A special thank you to each and every one of you that has been an Openera cheerleader along the way and has worked with us to get us where we are today. We can’t thank you enough for all of your support throughout this journey. We have a phenominal group of supporters, friends and family.

We have a really exciting month ahead as we embark on our launch in San Francisco. We will keep you posted on our adventures and remember, if there’s anything we can do for you while we are in SF, please, please, please let us know!

You’re PERFECT! Now Change!

I’ve hired hundreds of employees over the years and a lot have been sales reps. I’ve always tried to find the right person for the right job. Don’t we all? However, once we’ve spent all that time and money finding and then hiring the right person, what do we do once they start? We ask them to change.

“ok, I know you were really successful selling your way, but spend the first 30 days learning our sales processes, methodologies and systems.” Sound familiar?

Why change high performing reps?

What made the last five high performing sales reps you hired great? Was it that they could follow a process really well? Take orders? Do what they are told to do? Or were they highly motivated, engaged reps who delivered results no matter what? They probably did things their own way and not the way everyone else did the job. You hire great salespeople because they can SELL. Not because they can do administrative tasks really well and keep their forecasts up-to-date.

So why do we always ask sales people to bend to the will of the process? If we are honest with ourselves, it’s because we want good forecasts. We want better visibility into activity, pipeline and manage a predictable revenue stream. That’s the dream, that’s why we buy expensive CRM systems. It’s not for the reps to be more productive, even though that’s what we tell ourselves and the team. Don’t get me wrong, CRM systems will increase productivity. CRM’s are vital for high volume, transactional, inside sale roles. But you don’t hire high-priced sales talent to fill those roles. Complex sales cycles demand that you hire performing sales reps that can navigate and manage a complex sales cycle. So, why would you try to change great sales reps and mess with the process that got them to that performance level in the first place?

Isn’t there a better way?

As someone having built and led many sales teams, I asked myself;

“how can I get the information I need, without changing the way reps work? How can we get technology out of their way?

“The best sales reps that I know have a laptop and a smart phone. They live in email, on prospecting calls and in client meetings. That’s exactly where I want them to spend their time. ”

To get the returns companies need on their sales rep investment, sales people must focus on what they do best – selling. Frustrating systems and time updating the CRM and massaging forecasts is valuable sales time – wasted.

Do your reps have to change the way they work to get you the information you need for a trustworthy forecast? What strategies, systems, or processes have you deployed to be able to forecast accurately, and how is it working out?

You’re Invited: StartUp Launch Party & Cancer Fundraiser

Free Beer! Join us on August 25th for a sneak peak preview of what we’ll be launching in San Francisco in September.

What? StartUp Launch Party & Cancer Fundraiser

When? Thursday, August 25th 6:00 pm @ Mercury Grove in the Glebe (738A Bank Street #202)

*Keep in mind the construction on Bank St.

Who should be there? Everyone in the Ottawa Startup Community! Openera wants to celebrate our upcoming launch with the local startup community, give you a sneak peak at SmartCloud and some of the crazy things we’ll be doing in San Francisco in a couple of weeks, share some startup tips and give some shout outs to a few Ottawa startups whom without – we wouldn’t be doing what we’re doing. Mostly, we want to encourage other startups to get to know and help each other while we raise money for cancer research.

Sponsored by: Start-up fuel: RedBull and Mill Street Brewery.

Cost: FREE (but don’t forget to donate: GutCheck for Cancer – Canadian Cancer Society)

Dave Schellenberg from Live 88.5 (TechBites) will be there and Bruce Firestone will share some thoughts about successful entrepreneurialism.

Interested? You know you are! CLICK HERE TO RSVP.

If you can’t make the event, you can still make a donation! If you are attending, feel free to donate in advance. GutCheck for Cancer fundraiser, click here.