Resources

• Scorecard for Health Coach // Dec 10 2021
• ‣
• https://themanagershandbook.com/hiring-and-onboarding/role-proposal#the-proposal
  • Example from Clearbit
• Example from https://whothebook.com/smarttools-for-leaders/
  • Scorecard: https://geoffsmart.com/wp-content/uploads/2016/03/Scorecard-Tool-v2016.01.14-1.docx
• https://bookface.ycombinator.com/knowledge/y-hiring-a-sales-person
• Past resources
• David’s full notes

Scorecard

Mission for Founding Sales Rep

As the Founding Sales Rep at Fella Health, you’re an important part of the broader founding team. You’ll work closely with our Head of Growth to help increase conversion for our marketing funnel. You’ll own your own infrastructure & pipeline, handle inbound calls & texts, run a process for doing outbound calls to warm prospects, and transfer your learnings to the rest of the team to improve our general strategy. You’ll play a key role in developing the playbook so the growth team can expand efficiently.

Outcomes

• Build your infrastructure: You’ll work closely with our co-founder & Founding Engineer to build out an optimized tech stack for your work. You’ll know what you want to start (CRM, dialer, SMS & email automation, etc), be comfortable setting this up with guidance from engineering, then constantly iterate to improve your efficiency over time.

  • Success metric:

    Be rated as superb by our co-founder in "running an effective sales tech stack".

• Handle inbound: You’ll own all inbound from potential fellas (Fella customers). You’ll be comfortable closing fellas who have booked calls from our email sequences, and you’ll stay on top of all inbound messages from fellas: replies to our email/SMS sequences, replies to our FB ads, pre-conversion messages on our website.

  • Success metric:

    Be rated as superb by our co-founder in "handling inbound calls and messages to progress interested fellas".

• Outbound calls to prioritized signups: You’ll own the process of reaching out to priority potential fellas who have dropped off in our funnel. With our co-founder, you’ll decide which experiments to run (e.g. whether to call drop-offs immediately) and how best to prioritize leads. You’ll be comfortable closing fellas, building trust on a delicate healthcare subject.

  • Success metric:

    Be rated as superb by our co-founder in "prioritized outbound calls to close interested fellas".

• Nurture your pipeline: You’ll own your sales pipeline. You’ll follow-up diligently after calls, loop round on SMS to fellas who haven’t yet closed, and handle customer objections gracefully. You’ll tightly prioritize across your pipeline.

  • Success metric:

    Be rated as superb by our co-founder in "nurturing a prioritized sales pipeline to close hesitant fellas".

• Create the playbook: You’ll furiously iterate the sales process, then build out the playbook so we can scale up. You’ll routinely analyze call recordings to determine what is going well and what you can improve. You’ll review prioritization of leads, iterate your sales scripts, and reconsider value props. Once you’re happy with the process, you’ll ensure this playbook is ready for scaling around you.

  • Success metric:

    Be rated as superb by our co-founder in "iterating the sales process then creating the playbook for future reps".

• Transfer your learnings: You’ll be spending lots of time with potential fellas, so you’ll have great customer insights you’ll transfer to our whole team. You’ll have strong thoughts on funnel improvements to improve conversion, potential changes to customer segments & value props, and product recommendations to match fellas’ desires.

  • Success metric:

    Be rated as superb by our co-founder in "transferring important customer learnings to improve strategy across the whole company".

Critical Competencies