During their presentation at LSA19, Eric Scriven and Michael Weinhouse of Logical Position shared their experience building a successful sales team. Headquartered in Lake Oswego, Oregon, Logical Position is a full-service digital marketing agency providing paid search, social media advertising, SEO, web and design services.
The company has built one of the most dynamic and productive sales teams in the digital marketing industry by focusing on employee education, creating day-to-day processes that scale, fostering healthy competition and developing new leaders.
Here’s a breakdown of their insights and experience in these four key areas of their success.
Education
Every member of Logical Position’s team is Google Ads certified, but this is just the baseline of their staff’s product knowledge. Through a rigorous, four-month in-house education program called LPU (Logical Position University), employees learn the digital marketing fundamentals needed to holistically evaluate a company’s online performance. This emphasis on education has allowed Logical Position to provide real value to businesses from the very first point of contact.
Structure
Creating scalable structures and processes is vital to any team’s success. From setting up a regular daily routine punctuated by team huddles and breaks, to identifying the key variables that help their employees succeed, Logical Position has taken a highly systematic approach to building their organization’s day-to-day routines. This approach has allowed the company to quickly grow its team and scale its operations across the country.
Competition
Creating healthy, fun competition has been another important component of Logical Position’s success. In-house performance tracking tools allow employees to see how they’re trending relative to the team as a whole and, as a result, to recognize where they’re strong and where they need improvement. By giving their team real-time performance feedback in a supportive environment, Logical Position has created the conditions for their people to excel.
Leadership
The best teams are composed of individuals who are inspired when they come to work everyday. In order to create that inspiration, Logical Position provides clear paths of progression for its employees and continuously solicits input to improve their experience. Through these and other practices, the company has been successful in cultivating leaders that empower their teams and grow their potential.
Although there’s no one-size-fits-all approach to building a successful sales organization, paying more attention to these four areas will help take your team to the next level.
For more information about Logical Position’s offerings and company culture, visit www.logicalposition.com.
