546 - When to Hire Your First Salesperson with Rory Galvin
Why you should listen
- Learn when and how to hire your first salesperson to scale your tech consulting business.
- Discover strategies for building a high-quality, effective team.
- Gain insights into maintaining a strong company culture and leveraging your network for growth.
You've grown your tech consulting business and are juggling too many responsibilities, one of which is sales. In this episode, I talk to Rory Galvin, founder and CEO of Navirum, about the crucial decision of when to hire your first salesperson and how to build a high-performing team. Rory shares his journey from the corporate world to founding Navirum, his insights on scaling through quality hires, and the importance of cultivating a strong company culture. Tune in to learn from Rory's extensive experience and practical advice.
Key Highlights
- Ideal clients and problems solved: Navirum's ideal clients are mid-market wealth and investment management firms with decent budgets and a vision for growth. The key problems they solve include delivering the best client experience, improving internal productivity, navigating regulatory changes, and integrating Salesforce with other critical systems.
- Transition from Salesforce to starting Navirum: Rory enjoyed his time at Salesforce and the training they provided in sales and marketing. When his wife got a job in Canada, he saw an opportunity to start his own consulting business, despite having to build a new network from scratch in the new country.
- Hiring the first salesperson: After running sales himself for the first 3-4 years, Rory decided to hire a dedicated salesperson to help scale the business. This was driven by a need to increase sales capacity and free up Rory's time. The new salesperson had prior enterprise software sales experience.
- Building the team and company culture: Navirum has a remote-first model with a focus on flexibility and work-life balance for employees. The compensation structure includes a base salary plus bonuses tied to individual and company performance. Rory emphasizes the importance of treating the team well, as they are the company's most valuable asset.
- Lessons learned and future plans: Rory shares that one of the key lessons he's learned is the critical role that people play in the success of the business. He is looking to continue growing Navirum's reputation as a leading financial services technology consulting firm, and is open to getting advice from experienced entrepreneurs to help guide the company's future.
About Rory Galvin
Rory is the founder and CEO of Navirum, a high-growth Salesforce consulting company serving Clients across the globe. Before setting up the business, Rory spent over fives years in the financial services division of Salesforce helping a broad range of traditional banks and insurance companies, as well as new innovative fintech companies to reach their business goals using Salesforce. Before joining Salesforce, Rory spent over 7 years working in consulting for Accenture and as an analyst with the investment bank Merrill Lynch. Rory holds a B.A. in ICT (Computer Science) and an MBA from Trinity College Dublin. Rory is a certified Salesforce Administrator, Sales Cloud, Service Cloud Consultant and Salesforce Trailhead Ranger.
Resources and Links
- Navirum.com
- Rory’s LinkedIn profile
- Indeed
- Join the Salesforce Partner Program
- Salesforce Financial Services Cloud
- Previous episode: 545 - Using AI to Improve Sales Call Rapport
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