Healthpreneur® - the world’s leading business mentoring company for health professionals growing their businesses online - is looking for a Director of Sales who’s as obsessed with selling and coaching (and the transformation it creates) as we are.
We believe that great sales reps are able to coach prospects (in many cases by asking the hard questions and challenging limiting beliefs) to empower them to make a decision for their better future.
If you align with that and live and breathe sales in general and…
You devour books and courses on sales, psychology, human behaviour, and/or negotiation, and…
You have a track record of excellence in leading a high-performance team of phone sales reps (account executives) AND setters (sell by chat/DM) in the high-ticket coaching space and you want to be part of a growth-obsessed company that is growing by >25% month-over-month, then this could be the position you’ve been looking for.
We are looking for a VERY experienced sales leader who is data-driven, has expert-level understanding of sales, can handle (and teach) objections in their sleep, and knows exactly what to say (and how to say it) to help prospects make decisions even in the face of uncertainty.
And most importantly, someone who can coach our sales reps and setters every single day through role plays, live feedback (in 1-on-1s), and call reviews to help them become the best they can be and ensure that we never become complacent.
As the Director of Sales you will be responsible for helping our sales reps (currently 4) and setters (currently 2) improve their set rates, show rates, and close rates while ensuring that only the best fit candidates are enrolled in our programs.
As our Director of Sales, you will be at the helm of our dynamic sales team, steering the direction to achieve an ambitious quota of enrolling 100 clients per month and improving our "booked-to-close rate" from 13% to 18%+ (this number encompasses both show rate and close rate) considering that many of our leads are substantially warmed and primed through content and social proof before their calls.
*Although we request your full-time availability and focus, this is a CONTRACTED position with base and bonuses (not an employee role with benefits)*
RESPONSIBILITIES
- Utilize Allego for AI-assisted call reviews to continually enhance sales techniques and coach sales reps where any gaps may lie.
- Review DM and email conversations with setters to ensure their conversations are on track and as effective as possible rather than being too wordy and losing people in the process.
- Conduct daily sales huddle to motivate, ensure projections are being met, and provide opportunities for role playing.
- Oversee daily metrics, pipeline opportunities, and keep our sales tracking sheets updated with 100% accuracy.
- Hire, lead, coach, and develop sales reps (and setters) so that you can get the best performance out of them (and be able to let go of anyone who repeatedly fails to meet our standards and expectations).
- Collaborate closely with other departments to ensure a cohesive and client-focused approach.
- Understand our perfect client avatar inside-out - study client surveys, client interviews, case studies, testimonials, and more to be able to better persuade similar prospects into working with us.
- Have a deep understanding of our coaching programs AND marketing assets (ie. webinars, trainings, whitepapers, etc…) so you have a start–to-finish understanding of how clients come into our world.
- Oversee call calendar, pre-call show up process, and booking quality to ensure the right people end up on our calendar and actually show up for their calls.
- Study our Healthpreneur® Brand Identity document and related Company Culture documents to be 100% clear on the company vision, core values, ideal clients, important processes, and overall business model
- Attend Weekly Sync (team meeting), weekly 1-on-1 meeting with CEO, monthly and quarterly strategic planning meetings.
- Conduct weekly or bi-weekly 1-on-1 meetings with your direct reports to ensure they’re fully supported and feel safe, trusted, and valued in their roles and working environments.
- Bring any initiatives to the table that you feel will improve any aspect of our sales function. (For example, we currently do not do outbound calls but should you have experience with that and feel it would be beneficial and can lead to charge to bring that to life, then let’s do it).
RESULTS
Within 90 days of starting…
- You will help improve our booked-to-close rate from 13% to 18% (or higher). This number factors in our show rate (currently 36%) and close rate (currently 35%). Again, most of our leads are substantially warmed and primed through content, webinar, DMs, and social proof before their calls.
- Our sales reps are able to prevent and handle any situation/objection so they can win more deals and prevent losing great quality leads.
- Work closely with our sales setters to help them improve chat conversations so that for every 10 conversations with right-fit prospects we get a call booked (for our higher level coaching program) OR a direct sale into our entry level coaching program. (NOTE: right now, we’re at 18 conversations to 1 call booked or direct program sale).
REQUIREMENTS
- You have a minimum of 4 years in a sales leadership role in the high-ticket coaching industry (experience in health, wellness, fitness is a plus).
- You have proven ability to develop and lead high-performing sales teams of 5-10+ people.
- You have experience, in a leadership capacity, helping grow a company beyond $10M in revenue.
- You LOVE DATA and understand how to track and improve campaigns based on important metrics.
- You are very proficient using Google Sheets to create dashboards to give you visibility on metrics that matter most.
- You have exceptionally analytical, strategic thinking, and problem solving skills.
- The secret code is HP2024
- You are proficient in using sales tools such as Allego, Zoom, Google Docs/Sheets, and Slack.
- You are extremely organized (ie. inbox zero is second nature for you)
- You are OBSESSED with growing and getting better. You voraciously consume content (marketing and sales related podcasts, books, courses, etc…) to help you sharpen your sword.
- You have excellent interpersonal skills with the ability to forge strong relationships
- English is your first language and you have strong verbal and written communication skills.
- You live in North America
- You have a DEEP understanding of human psychology/behaviour and the forces that drive people to make decisions. You devour books and resources on these topics.
- You are a SELF-STARTER who loves to work independently (and remotely) with little or no daily supervision, yet still be part of a team that thrives on open communication, clear outcomes, and accountability.
- You are a people person and know how to support, coach, and get the most out of those you work with.
- You have excellent time management skills, including prioritizing, scheduling, and adapting as necessary to the fast pace at which we move.
- You can handle a high volume of work, manage pressure well, and get things done quickly with attention to detail.
- You have a high intolerance for “average” and working with B-players. You want to be the best at what you do, produce the best possible work, and only work with the best people. And you don’t shy away from having hard conversations with those who don’t meet those standards.
- You’ve studied (and continue to study) sales related leaders like Jeremy Lee Miner (our selling style is closely aligned with his), Chris Voss, Brian Tracy, Grant Cardone, etc…