Erfahrene Sales Directors für deine Agentur gewinnen

0:00I do done for you client acquisition for high ticket uh and agencies. Uh we're 5 million right now, looking to scale to a million a month. End goal be about 30 million EBITDA to exit. My biggest >> EBITDA or Are you doing 5 million EBITDA or 5 million top line? >> 5 million top line. I want to get to about a 30 million EBITDA to exit. >> Oh, so that's I get >> way different. >> Okay. >> Um but my biggest constraint [clears throat] right now is talent specific to sales directors.

0:24Um when talking about the three P's earlier with Jocko, I can hit persona. Not very many uh seven, eight figure run sales directors that have run teams in this space in particular. A lot of them in SaaS or fintech or whatever. >> [snorts] >> Um and not used to selling the price points typically. >> All right. >> Um so I'm having a problem like around finding more directors.

0:51>> [snorts] >> So you have demand for agencies that want turnkey acquisition of agency clients. >> Correct. >> Got it. Is there a specific type of agency you work with? >> Um marketing uh within the scope, so Amazon, email, paid, um but as long as it's marketing. We don't do any like recruiting agencies right now, but >> And so you just say like business owners, want more leads, and you get them on the phone, and then you sell them from a suite of different agencies that you have access to.

1:20>> Uh so we get contracted with the agency specifically, and then we do the client acquisition for that >> run their ads, and you do the sales. >> Okay, got it. How many clients do you have right now? >> 31. >> Ooh. 31. So the average one pays you like 150,000 a year? >> Pretty close. >> So 15K a month there, or less than that, or 12K a month, ish? On average, or is there like a whale that's most of it?

1:46>> No, it's it's pretty even. >> Wait, these are small >> that's at uh 27. >> So these are small agencies. >> Most of them because at a certain point they have an in-house sales rep or those kinds of things. So, we serve like this middle market. >> Well, if they're bringing 150,000 50,000 in total acquisition costs, they're not very big. >> Oh, we don't cover the aspect. >> Okay. >> Yeah.

2:13>> Um I don't know, maybe double it, whatever. Uh so, they paid three or four hundred thousand dollars. So, they're probably like million-dollar-ish agencies. >> Million to five. >> Okay. And so, I'm not going to talk about the model cuz we'll go into a rabbit hole. Um You just want to get more sales directors? >> That's my bottom neck right now. >> Mhm. >> But if it's >> For your team or theirs? >> For my team. >> Okay. >> Each sales director can only manage like three clients at a time.

2:41>> Mhm. So, what are you doing to recruit sales directors? >> We do organic, we do paid through like Indeed platforms, we do LinkedIn. >> Well, how much? >> In spend? >> Yeah, sure. >> 15,000. >> So, you spend 15,000 dollars a month, right? Okay. Uh what is a sales director worth to you in lifetime gross profit? >> Uh about 600,000 a year. >> Gross profit?

3:07>> Yeah. >> Okay. How much does 15k get you in um sales director humans? >> Uh cost to acquire a sales director right now is just over 60,000. >> Okay. So, 60k in, 600k out, that works. >> [clears throat] >> All right. So, what's stopped you from doing like way more of that? >> Our TAM is dwindling a lot.

3:32Like I'm not able to get as many qualified sales directors. So, it was healthier than that, and then it's just gotten worse over time. >> uh door-to-door guys? I don't know. There's a billion of them, and they all built teams and sold stuff way harder than this in the sun. And selling from home on a computer is super cheap. >> So, the learning curve would just be teaching and marketing.

3:58>> Do they do the delivery or do they just need to understand how to sell it? >> They just need to be able to manage a team uh that works in an agency. >> Selling, though. >> Yeah. >> They're not >> They don't need to know the delivery. >> The marketing, like you're running it. They don't need to learn media, like >> No, no. They just need to know like the language, how to sell. >> Yeah. >> Yeah. >> Yeah. >> And then the price point door-to-door is a little different as well.

4:23>> It depends on the door-to-door. Sure. Yeah, I don't think that I think it's I think it's totally belief thing. >> Okay. >> Yeah, like um I would look at So, me, I would look at your scripting >> Okay. >> and I would bet that your sales process is a bit too consultative. >> Okay. >> And so, as a result, it's relying on people with specialized skill rather than a more refined process. And so, as a result, you need more unicorn-style sales people rather than like follow the [ __ ] script, this script works, and whenever somebody asks for more like weed-based questions, it's like you just loop them right back to the straight line and keep them walking.

5:05Cuz I promise you like if you think about like our our business, right? The average age of the people who are on our sales team is probably like 23 um for everyone who's here. They don't know more about your business than you do. >> Sure. >> But they know how to sell how we can help them. Uh sorry, how we can help you guys. And so, we just need to I think you just need to It's probably a two-thing. Fix the scripting around the sales so that you don't need a $60,000 person, and then all of a sudden this arbitrage will get really juicy and you will massively open up the TAM of potential sales prospects. But this is like not a This isn't here. This is not a real constraint. There's so many sales guys that can sell this. Just getting more customers.

5:46>> It's just the director, so it's not even the sales guy. We're good on that. It's just the manager of the sales team. Yeah. >> Yeah, they have to know how to train. I mean, I sales directors for for me are are culture primarily and training. >> [snorts] >> That's I mean, that's what they're doing. They're not hopping on the phone at all. I'm asking you. >> No. >> Yeah, they're they're literally just maintaining culture and driving training every day. Like that's that's their job. If anything, they probably need less knowledge than even the front-line sales guys cuz like teaching sales is teaching sales.

6:14>> So, would you address the scripts if the numbers are really healthy? On the sales side? >> if you even had like I really just think you you limited yourself on like I need these people who have these special powers. I I think it's just you need to people who have trained sales. >> Yeah. Okay. Cool. >> Yeah. I mean, they need to know enough, but like I don't think that's hard to learn. >> And is any I'll say top-line you know, 8, 10, 15 million like running a sales team like that?

6:40>> They're running at a little bit >> How how many people on the team again? >> Three. Or three pods. >> Three, so one director can manage three sales teams. >> Okay. >> In each agency. So, we can >> Each team has how many people on it? >> Five to six. >> Okay, so they're managing 15 guys each on average. It's a little high for one guy. >> Not my personal experience, but >> I mean, 10's usually where I would like it start like we I would start splitting teams. So, if you have two guys with seven or eight, I think that feels a little bit better personally. Um but yeah, this is just a pure like sales training. Did you get the sales handbook that we have that we have launched?

7:20Yeah, dude, just that training process is what you have them do. >> Okay. Cool. Yeah. >> Yeah. >> Easy peasy. >> Yeah, you bet. If you're a business owner and you are not growing as fast as you'd like, I'd like to give you a free gift. So, my team and I put together the $100 million scaling road map, which is basically 200 hours of us looking over all the portfolio companies we've had and what stages of growth they went through and more importantly, where they got stuck and how they got past it. And so we broke it into these 10 stages, and we made this little kind of quiz thing where if you put in your business information, it'll tell you where you're at, and the most important part for you, what to do for each of functions of the business across product, marketing, sales, customer success, recruiting, IT, human resources, and finance. And so, no matter what you're struggling with, someone else has already struggled with it and solved it. And so I'd like to give you this thing absolutely free. You can go to acquisition.com/roadmap, plug in your business information, and if you want us to actually help you deconstruct the business and you're trying to scale, we'd love to help you out. On the thank you page, you can just book a call with my team, and we will look at the business, see if we can help, and if we can, we'll invite you out to Vegas, and we'll do this in person live.