Hello! This is where we open-source our team culture to give you an inside look into how we work.
We Are Creating Custom Solutions For Real-World Needs
We think sales is about solving problems for people by being curious enough to learn who they are and what they need, having the initiative to work for and with them to meet those needs, and the ownership and dedication to keep up a high level of service long-term.
Our Mission
Creating Custom Solutions For Real-World Needs
We think sales is about solving problems for people by being curious enough to learn who they are and what they need, having the initiative to work for and with them to meet those needs, and the ownership and dedication to keep up a high level of service long-term.
For us, sales is about a process where both sides benefit as much as possible from the interaction. Real problems aren’t best solved with one-size-fits-all solutions. We dedicate ourselves to having meaningful conversations with the people we serve, learning everything we can about their individual situations, and crafting custom-built plans that fit their needs like a glove. We think the people we serve deserve the best, and we give it to them every day.
How We Work
We work hard
In sales, how “lucky” you are has a suspiciously high correlation with how hard you work. American automobile racer and author Bobby Unser once said “success is where opportunity and preparation meet”. It’s true. Working hard sets you up to take full advantage of the opportunities you get.
That’s how we think of luck. When you work hard enough to be ready for opportunities, the results you get feel lucky every time.
We set examples
Teams don’t succeed on the efforts of a single member, and avoiding failure means significant contributions from everyone. We spend a lot of time thinking about how success can be broken down, replicated, and transferred from one person to another.
Not all sales styles are the same, but being a great salesperson is contagious. Great salespeople contribute to meetings and planning, share insights, and volunteer information. They participate. Their calls are good enough to use as models for a job well done.
We ask every team member to set an example this way. We ask everyone to be someone the team can count on, can learn from, and who their teammates would want with them on their next venture.
We learn every day
Improving your sales skills is a process that should never stop. Every day you should learn something, however small, that contributes and compounds to add up to significant improvements over time.
Opportunities to learn come in many forms. We “know our numbers”, which means being aware of all the relevant data that affects our jobs. We learn from peers. We read blogs, watch videos, and listen to podcasts. We help people find mentors. We apply what we learn to our work to cement it, and make it a permanent part of how we do excellent work every day.
Know your numbers
It starts with the goal and then you work backward. What are your conversion percentages and what is expected? How many calls and emails will it take to achieve the goal? If you’re not hitting your goals, then you can locate the source of the breakage by inspecting the numbers.
Be mentally strong because failure is inevitable
Congratulations, you chose a career path where failing 7/10 times is generally considered to be a top performer. Every day that we show up to work, it is inevitable that we are going to fail – we will be hung up on, we will be told no, again and again, we will be told to stop calling, and every so often we’ll be yelled at. Beyond the day-to-day failures, there will be cold streaks. Times where you can’t book an appointment or close a deal to save your life. You couldn’t hit water if you threw a rock off of the end of a boat. Mental fortitude (and working really, really hard) will get you through to the hot streak – the times when things are going so well that it's basically raining deals. Understand that failure is a part of the process and rely on your mental strength to keep you focused.
No regrets
Challenges or issues presented without possible solutions suggested are just complaints. Issues addressed with ideas for possible solutions progress. Your ideas or opinions should be backed with data, whenever possible. State what phase your idea is in: early formation, just a thought, or fully fleshed out with actionable plans. If you’re not in alignment with something or don’t understand, state clearly why you are positioned that way. If you need more time to think through it, then state that and reconvene. Don’t say “that’s not my responsibility.” Consider how you could contribute to the idea or the conversation or propose an alternative option. Don’t blame other teams or other team members. Blaming people for shortcomings won’t help you get better. Assume that everyone is here to make the company better, not criticize each other. Be open-minded to new ideas and test different approaches. This startup is still in its infancy. Amazon was founded in 1994 and 2-3 years in, its revenue was .005 percent of what its revenue would be in 2019. We are building the plane as we fly it, and each team member is responsible for building a piece of the plane.
Be Crafty. Be creative. Be thorough.
When it comes to sales, there are a few different levels of deals that you can win. First, there are “gimmies”. This is a golf term that references a putt that is considered too easy to miss. These are the appointments or sales that literally anyone with a pulse could get. They are so easy that you would have to try everything you could to screw it up. Everyone gets these regardless of effort or skill.
The second level is the ones that require extra work. This could be the ones where you had to follow up a dozen times, that you had to speak with five different people, where it took a month and a half to break through, or that you really had to use all of your sales skills. You may have to handle several levels of objections. You may have been told no, but then circle back after thinking about it more or discussing with your manager to find an alternative approach to win the prospective customer over. Not everyone wins these, but they are necessary to hit your quota. The more of these level two deals you can learn to win, up the leader board you will go and the bigger your bonus checks will be. Then, there’s the third level.
The third level is the deals that truly great salespeople win. They are the deals that almost no one would have been able to get. So how did it happen? These are the conversations with a tough customer when you have an out-of-body experience or practically blackout when you are pitching. The call ends, your hands go into the air, and you scream in excitement. This could also be the type of deal where you have to turn over absolutely every single rock, invent a totally new solution we’ve never tried, use a script that you’ve never used before, or do something so out of the box that the CEO will be praising you for it in the next all hands. If you’re going through the motions as a sales rep, chances are you have mostly level one and a handful of level two’s. If you are setting sales records for the company, making huge bonus checks, and getting promoted, then chances are you’re getting level ones, mostly the level two’s, and a handful of level threes.
Meet The Team
In these interviews, CBH team members share more about their experiences working at Clipboard Health, their lives outside work, and their craft. Keep an eye on this page! We’ll be adding more interviews with our talented, experienced crew.
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