Chapter 7 Sales Distribution & Segmentation Strategies I’m selling into? I have no connection. Sure, I can google “Dallas” and get a cursory sense, however, I’m not a part of the community. And don’t fool yourself, your customers know it. And, they’re investing dollars with other companies that understand them better. 2. Build a multiyear career path from the entry level, to a more complex, enterprise-selling position. How incredible would it be if you had a pipeline of account executives and future leaders that understood your company culture, your selling motion, and your customers? This is another benefit of a hub-based selling environment. The hub model enables companies to hire at all levels of sales competence and sets in motion a career path that drives consistent sales success. When I interview salespeople at growing companies and ask them what’s inspiring them to evaluate new opportunities, the number one piece of feedback I receive is that there’s a lack of a career path. Why are you developing talent for others to leverage when your valued employees leave for other opportunities? The hub model helps address this challenge. 3. Diversify your recruiting portfolio in an ever-increasing competitive hiring environment. In such cities as San Francisco, New York, Austin, Boston, and Chicago, it’s becoming an increasingly competitive marketplace to hire top talent. This challenge will directly impact your ability to exceed bookings expectations. Therefore, to mitigate risk, it’s crucial to have a multi-hub approach in place. This strategy will provide you with the opportunity to transition territory and headcount to your offices with the most hiring momentum, and ensure that you’re being proactive with your business versus lowering the bar to bring on talent in a specific locale, which will then negatively impact you in ways far beyond a lack of bookings growth. 4. Orient teams in a selling environment that encourages constant collaboration and quick development. The coolest part about the hub model is the collaboration that can take place between a sales development rep with one month of selling experience and an account executive with 15 years of experience. As a result, in a hub model, team members develop faster and