We are pleased to announce that Penny has been chosen to emcee the Anita Borg Institute’s Women of Vision awards banquet. The banquet honors women who make significant contributions to technology, and one company that has demonstrated measurable results in attracting, retaining and advancing women in technical roles at all levels. The banquet is attended by thousands of women technologists each year and will feature Hilary Mason, Data Scientist in Residence at Accel Partners and Scientist Emeritus at bitly.
Congrats to Penny!
You can see the full press release, published January 7, here.
FirstRain is proud to announce that we have been named a Bronze winner for the Best In Biz Awards Enterprise Product of the Year–Software! Of the 12 total gold/silver/bronze winners in this category, FirstRain was the only winner in the CRM/customer intelligence space.
“We’re honored that FirstRain has been recognized by top industry journalists and analysts as the Best in Biz,” said Penny Herscher, CEO of FirstRain. “This award further validates the importance of big data in today’s business and FirstRain’s strong position in that market. We are dedicated to providing the most comprehensive, relevant business insights to our customers, and this award is a wonderful acknowledgement of our hard work.”
We also appreciate the judges time and efforts in selecting FirstRain as one of the most innovative companies in the marketplace. “The winners were selected based on the companies with the boldest, most innovative ideas,” said Brian Bandell, senior reporter at South Florida Business Journal, “Many companies rely on copying the inventions of others or releasing minor tweaks of products that were revolutionary years ago, but these companies are truly breaking new ground.”
The award caps off an incredible year for us, full of new partnerships, new customers and unprecedented growth, and we’re honored to accept the award!
The full list of winners can be found here.
By Penny Herscher
Your sales team is the backbone of your company, but how do you get stellar sales reps to stick around? Turnover is an issue everywhere, but one of the secrets to sales success is finding a way to maintain rock star salespeople.
Costs of turnover
Aside from losing top talent, whenever a salesperson departs, it leaves human resources working overtime to find new talent. Recruitment can drain precious resources. In addition to onboarding and training, you will be paying significant salaries to employees who have yet to achieve full productivity. On the other hand, there are less obvious costs. When a valued team member leaves, it can cause ripples among other employees, according to Christina Gomez for Executive Board sales blog. Losing a trusted colleague can cause decreased morale and sales productivity. As a result, clients can receive gaps in continuity, and sales can be lost. Suffice it to say, you don’t want to lose salespeople, but how do you get them to stick around?
1. Hire right the first time
Do an impeccable job of hiring from the beginning. Hiring can be difficult process at the best of times, but putting in maximum effort will give you greater returns. Don’t be lazy about recruitment. Realize there are different types of salespeople and no one personality type creates the ideal salesperson. What kind of seller does your team need right now? Asking candidates to take a personality test can help to guide you in whether they’ll be a good fit, as Brittany Griffin suggests on Inside Sales. Even if a candidate seems like a winner, delve deeply into their background. Be sure to actually check references and ask follow up questions to find out if there’s anything they aren’t telling you.
2. Provide incentives for top sellers
A big problem with some companies is that they quickly advance salespeople out of vital roles. According to Griffin, a lot of businesses use appointment setters as sort of a training pool before salespeople move on to other more prestigious jobs. These valuable employees specialize in finding sales opportunities for closers and every month they remain, they become 40 percent more productive. Instead of making this an entry-level position, provide incentives for workers to remain there. Every time you advance someone from appointment setter position, you have to replace them, and you’re starting over at zero productivity. Make this a job to aim for, not just a rest stop on the way to something better.
3. Find the right climate
A good company culture can encourage salespeople to remain. According to Gomez, a judgment-oriented culture results in about 15 percent less turnover than other types of management systems. A judgment-oriented culture is defined by an organic environment that is geared more toward building relationships than a sales agenda. Such businesses are innovative and open, with guidelines but no strict rules. Give your employees space to be creative and develop their own methods and they will reward you by sticking around longer.
4. Build leadership and community
For businesses across the board, relationships among staff are the prime drivers of happiness in the workplace. Strong salespeople value good leadership and a staff that can work effectively as a team. According to a recent survey from TINYpulse, transparency is the No. 1 factor that influences employee happiness. Workers want managers to clearly outline their expectations and be open with them about what works and what doesn’t in the sales setting. Even more than that, employees value openness from supervisors, they want it from co-workers. In fact, co-workers were the single most-cited reason employees were happy in their jobs. To make sure sales teams are working together optimally, schedule frequent team-building activities.
We recently did a post on good bars for dates with clients. However, we’re hoping that you out-of-towners will have some time to visit the amazing city itself. I’m a born-and-raised San Franciscan, so I’m a little biased; however, I still think it’s the best city in the world (and I’ve lived on the East Coast and abroad—that’s why I came back for good!). Here are my picks for things you must see.
When discussing San Francisco, it’s easiest to talk about the neighborhoods. I like to say that San Francisco isn’t a city with a lot of attractions, per se, but it’s a great place to explore. Of course, it’s got its sights to see (think the Golden Gate Bridge, Alcatraz and Lombard St.), but the real character is in its extremely varied—and very colorful—neighborhoods. That being said, take some time to sit and people-watch; you won’t be disappointed.
Word to the wise: It’s California, but it’s COLD! San Francisco is known for its fog, and that’s no joke. When planning what to bring with you, think 55 and foggy. Seriously. Layers are your friend.
My first choice for tourists would be North Beach, the Italian quarter. It’s one of the oldest neighborhoods in the city, and is chock-full of delicious restaurants and historic bars (check out Vesuvio—an amazing saloon located next to the famous City Lights bookstore).
As a post-dinner activity, I would also HIGHLY recommend getting tickets for Beach Blanket Babylon. It’s the longest-running musical show in America, and is constantly changing based on current events. It’s an incredible atmosphere, the costumes are outrageous—it’s one-of-a-kind and should NOT be missed if you can help it.
Columbus St. is North Beach’s main drag, and runs all the way from Fisherman’s Wharf to the Financial District. You can start at either end and get an equally good feeling for the neighborhood. Lombard St. (“the crookedest street in the world”) and Coit Tower (atop Telegraph Hill) are within walking distance—but they’re in opposite directions.
Next up is Haight-Ashbury. The home in the 60s to the hippie/counterculture movement, it is STILL the home to the hippie/counterculture movement. There aren’t any attractions, but it’s a great place to wander, again with awesome food and bars (one of my favorite spots in the whole city is here: Magnolia Gastropub). The street is full of secondhand clothing stores and smoke shops, and you can still see lots of tie-dye. The original Amoeba Records store sits at one end, and you can also see the home of Jerry Garcia.
It’s a little bit of a hike from SOMA or the Embarcadero, but well worth it. It’s also situated right next to Golden Gate Park, which is just fabulous.
I would also encourage you to check out Chinatown (always interesting, and the biggest one outside of Asia); The Castro (even if you’re straight, the vibe is really fun—and quintessentially San Francisco); and The Mission (my old stomping grounds and a neighborhood that is decidedly non-touristy. Valencia St., Dolores Park and the world-famous Bi-Rite Ice Creamery).
One last note about the Fisherman’s Wharf area: I honestly think it’s one big tourist trap. However, I wrote this blog posts for tourists, so I will give it a mention. Things that are actually worthwhile to see and do there are: eating chowder in a bread bowl in Fisherman’s Wharf (ok, truth be told, there’s no better place to get seafood in the city); watching the sea lions on Pier 39 (but avoid the rest of Pier 39—it really is purely a tourist trap); getting chocolate at Ghirardelli Square (delicious!).
Have fun exploring the City by the Bay!
By Ryan Warren, Vice President of Marketing
Your sales team is the backbone of your organization. In some cases, sales productivity can improve with training programs, but people who are innately good at selling often have specific traits. As a manager, you need to maximize your team’s capabilities to improve sales productivity.
Characteristics of highly successful salespeople
Even though many people choose to make a career in sales, some have the personality characteristics that make them great at what they do and some don’t. According to an Inc. magazine article by Geoffrey James, the best salespeople are assertive, self-aware, empathetic and excellent problem-solvers. As sales becomes more customer-centric, emotionally intelligent sales reps will become more valued.
Passive salespeople won’t be able to close deals and aggressive reps could scare away potential clients by being too pushy. Being assertive is the happy medium, and reps with this quality may be able to take better advantage of sales opportunities. Empathy is also critical for a top performer because your employees need to be able to understand what your clients are experiencing, such as their unique needs and pain points. And problem solving capabilities can’t be taught. Your sales team can’t rush in and try to solve a problem for a customer before they really know what it is. Great salespeople can help their customers see how things will be in the future once they have solved their current issues.
Hiring for your company’s sales culture
Just because a candidate has an impressive resume with previous selling experience doesn’t necessarily mean he or she is a good fit for your organization. Depending on your industry and customers, the sales cycle may be different and the average deal could vary. Beyond these characteristics, the candidate may be used to a different corporate culture or target audience, according to an article in Forbes by Ken Sundheim. Especially for more complex B2B sales cycles, getting the right person in the position is important. Being good at selling is more than just knowing how to find business opportunities. Reps need to be able to understand their customers to sell effectively.
In some cases, you may be able to determine whether a potential new hire has the right stuff by asking certain questions in the initial interview. You can ask him or her to give a sample pitch, about the relationships they maintained with loyal customers and creative ways they have pursued leads to determine if the candidate would be a good fit at your company.
Giving your salespeople the right tools helps them succeed in various circumstances
Although some reps are bound to be better at selling than others—whether they are more competitive, better problem-solvers, more understanding or what have you—your sales team needs to have the right tools to succeed. In an infographic for Salesforce, Kevin Micalizzi reported that 95 percent of sales reps don’t even understand their employers’ strategies. If you expect your team to maintain personal relationships with your clients and they have no idea about their business, are your reps coming through? It can take a while for an employee to become fully productive, so sales managers need to start training early.
As companies become more customer-centric, it will be more important to hire and develop sales reps that know your customers and can maximize productivity. Organizations that boast a large number of engaged employees can grow profits faster than those that don’t. With the right tools, your team can take advantage of every sales opportunity.
You’re going to Dreamforce. You’re stoked. It’s only 73 days away. You’re setting up client meetings … but then you realize that you’re coming from out of town, have only been to San Francisco once—and that was 15 years ago and you really only cared about seeing the Golden Gate Bridge and eating Ghirardelli chocolate anyway.
San Francisco is world-famous for its culinary panache (and its impressive culture), so there’s naturally a lot of choice. But which places near Moscone set the best backdrop for impressing your client after a long day on the floor? Dreamforce is On–so take a few tips from FirstRain’s resident San Francisco experts and make your client—and your belly (but maybe not your liver!) happy.
Wayfare Tavern | 558 Sacramento St. @ Montgomery St.
Wayfare Tavern sits in the heart of the Financial District—a perfect location for an after-work-drinks bar. It’s also owned by Tyler Florence, so you know it’s good. The bar is totally swanky (it looks like a 1920s speakeasy meets a Parisian bistro), the appetizers are to-die-for, and if you want to stay for dinner, I’ve heard that’s pretty great too.
Waterbar | 399 The Embarcadero @ Folsom
Exactly a mile away from Moscone, Waterbar is an upscale San Francisco classic, sitting right on the Embarcadero with a gorgeous view of the Bay and the Bay Bridge. Though the food is fabulous, they’re best known for their extensive oyster bar… so you can throw back more than just their drinks. It’s not silent, but the noise level is on the quieter side—perfect for doing business.
Prospect | 300 Spear St. @ Folsom
Focused more on food than on drinks (but with a full bar, don’t worry!), Prospect is less than a mile from the Moscone Center, and is a classy, modern spot—but the attitude is relaxed and low-key. Their cocktail menu is outstanding, as are their appetizers (word on the street is: try the Wagyu beef tartare) and desserts to sweeten the deal.
Rye | 688 Geary St. @ Leavenworth
Venture slightly further afield to Rye, which is Prospect’s partner of Newton’s Law (nerd alert! opposite but equal): it’s more bar than restaurant. This means a little louder ambiance, but the wide-open décor is awesome and the drinks delicious. Special shout-outs go to the Basil Gimlet and the Dark & Stormy … so you can have your cocktail without worrying about any unprofessional umbrellas in your glass.
The View | 55 4th St. @ Mission
Last but not least: this bar might just have the best views in all of San Francisco. Situated at the very top of the Marriott Marquis on Union Square, you can take in 270° of SF. They do have food if you get hungry, but this is the perfect place for a happy-hour/post-work drink—especially if you’re trying to impress out-of-towners.
Cheers!
P.S. If you really just want to get a beer or three, check out 21st Amendment Brewery. It’s not “business casual” by any means—but it’s awesome!
Love the Cups song? Love Dreamforce? So do we.
By Nora Weintraub
The year is already halfway done—take a moment to process that. You only have six more months to finish whatever you’ve put off, be it perfecting your sales pitch or identifying sales opportunities. Okay, maybe you have some grace period in January, but if you’d set out to accomplish something by the end of the year, half of your time is now gone. Now, take a breath and let that mid-year crisis feeling float away. By managing your time wisely, exercising just a few organizational skills and focusing on what you need to get done, you can reach your end-of-the-year sales goals (or any goal, really) by the deadline and start 2014 off fresh.
1. Identify Where You’re Behind
What’s lacking? Do you still have a couple outstanding sales? Did you not meet your sales goals for a few consecutive months? Did you mean to start being active on Twitter? Start off your personal program to meet those targets by taking a look at what you still have to do—even if you’d rather not. You may not have gotten everything done at the beginning of the year, but you still have another six months to accomplish it all. Carve out some time in your busy schedule and make a good old fashioned to-do list, then place it in an area you see every single day. The key is to take a look at what you still have to do on a daily basis so that it stays at the forefront of your mind.
2. Create Personal Deadlines
On your to-do list, make your own deadlines. If you need to meet a certain sales goal by October, make an effort to get it done by mid-September. In an interview with Inc., Krissi Barr, founder of consulting firm Barr Corporate Success, advised professionals to establish their own goals and make them shorter than the official deadline.
“If I think something is going to take me an hour, I give myself 40 minutes,” Barr said. “By shrinking your mental deadlines, you work faster and with greater focus.”
Knowing that you only have another two months to close a sale can help you make it a priority, even if it doesn’t have to be done for three months. You can then take that extra month to establish a strong relationship with the client or fix any issues so you aren’t struggling with numerous challenges come December.
3. Start Your Day Calm and Energized
Wake up half an hour early and go for a run or hop on your bike. Getting some exercise in the morning, even if it’s just a few stretches or walking around the block, can help you get your brain moving before you enter the office. According to the American Psychological Association, exercise enhances a person’s mood and helps him or her feel motivated for the rest of the day. It also helps condition the brain to deal with stress better, making the mind stronger in the long term. Exercising can also normalize your rest patterns, helping you to get to sleep faster and better able to tackle the next day.
4. Don’t Quit
This may be the most important item on this list—do not give up. There will be kinks in the road to reaching your goals, but don’t let them stop you. In an article for Entrepreneur, business expert Grant Cardone reminded professionals that roadblocks only mean you need to get more creative in your sales strategy. If a customer has turned down your business, take the opportunity to connect on social media or follow up a few weeks later. The will to succeed is one of the best qualities a sales rep can have.
It was the 12th anniversary of FirstRain India and all the Rainmakers contributed to make it an unforgettable event.
The celebration started with a cake cutting ceremony inside the office premises and then we all headed to the party venue “The Woods.” The sunny winter day, pool side view and non-stop great food added to the mood.
The fun started with games among the six event teams followed by a treasure hunt. Funny props were very popular throughout the event.
We were amazed to see how each team performed in the individual performance round. I must say we do have great talent at FirstRain.
Singing, mimicry of FR superstars along with enacting live moments from the office added color to the celebration.
After the well-spent hours in the sun with games and performances, it was the time to get recharged again so we all headed to the party hall. The evening was a BLAST! Awesome variety of drinks and snacks aside, there was great music which very quickly moved everyone to the dance floor. The energy was amazing and no one seemed in any hurry to head out for dinner. Finally, FirstRain India MD, Aparna Gupta had to announce a final 15-minute dance session with everyone on the floor before dinner. The dinner and dessert did not disappoint at all either. It was a perfect end to a rocking party.
The full day event brought us a great opportunity to interact with each other in an altogether different setting and also highlighted the hidden talent within each of us apart from performing best at our workstations. Each of us was handed a memento—a soft photo frame with a group photograph from the event.
In the end, we must say…
At FirstRain, it’s not only about working hard, it’s also about having fun at work!
Keep going Rainmakers.. Make the ‘FirstRain kite’ fly higher and higher across the roaring wind.
