Icebreaker Sales Development Book a 30-minute call

One rep. One system. Managed every day.

Sales recruiting and fractional sales management, in one. We recruit a salesperson onto your payroll and build their comp plan, script and CRM before day one. Then we run them for you.

0% cut of what your rep sells3 interviews for you30 min a week after that
Abe Braha standing at a desk, on a phone call
Who does what

Your part is small on purpose.

You
  • Three interviews. We bring the final two or three. You pick.
  • The rep’s salary. They’re your W-2 employee. We design the comp plan with you.
  • 30 minutes a week. One review with us: pipeline, wins, what to fix.
  • Product knowledge. A few hours in week one so the script says what your business actually says.
Icebreaker
  • Recruiting. Job post, sourcing, screening, scorecard interviews, references, the offer.
  • The system. Comp plan, call script, CRM and dialer, daily targets, the tracker.
  • Daily management. Numbers checked every morning. Below target gets a call the same day.
  • Coaching. Weekly call reviews with the rep. We walk you through the pipeline in the weekly review.
  • Early warning. Numbers reviewed daily, so you know if it’s working in month two, not month nine.

Recruit, build, then manage.

Each phase ends with something you can hold in your hand. You’ll see a sample of each.

Billing: $3,500 when we start the search, then $3,500 a month from the day your rep starts.

The search · Recruit

We find the person.

We write the job post with a salary range. We source and screen for coachability, work ethic and phone presence, not years on a résumé. Every candidate gets the same scorecard. You meet the final two or three and make the call. Some searches fill in weeks, some take months, and the price doesn’t change.

Talent
Interview scorecard · samplecandidate 2 of 3
Coachability●●●●●
Work ethic●●●●○
Resilience●●●●●
Phone presence●●●○○
RecommendationAdvance to final
Before day one · Build

We build the system.

How they’re paid, what they say on the phone, where every conversation gets logged, and the number they have to hit each day. All of it is built while we recruit, so day one is a selling day, not a setup day.

CompensationTools
Comp plan · sampleNew rep · year one
BasePays the rent, not much more
Closed businessA percentage, uncapped
On-target earningsA realistic year one, in writing
Daily targetThe activity that leads to revenue
Every day after · Manage

We run the rep.

We check the numbers every morning, coach every week, and walk you through the pipeline in the weekly review. You get a recap every Monday. If the rep falls behind, we work the problem with you first. You usually hear it from us, with the numbers, before you’d notice it yourself.

AccountabilityTraining
Weekly recap · sampleMon 7:00 AM · to you
Activity vs. targetOn track, 4 of 5 days
Meetings held6
Pipeline added$31,400
Coaching focus this weekObjection: “send info”

Built around your metrics.

Calls for one business, site visits and quotes for another, demos and replies for a third. We track the four or five activities that lead to revenue for you. They’re pulled in automatically. We look every day, and so can you.

The owner’s Home screen in the Icebreaker tracker: the month on track at 104 percent and each rep on track
What you seeThe whole team against the month, and each rep’s pace.
A rep’s Today screen in the Icebreaker tracker: dials, conversations, demos and opportunities left to do today
What your rep seesWhat’s left to do today, and where they stand on the month.
The tracker itself, on a demo account. The names and numbers are made up.

Questions we get on the first call.

Do you pay the rep’s salary?
No. The rep is your employee and you pay their salary and commission directly. Our fee covers recruiting, the system, and day-to-day management. We design the comp plan with you, so it works for you and for the rep.
When does monthly billing start?
The day your rep starts. Before that, the only charge is the $3,500 that starts the search, however long recruiting takes.
What if the rep doesn’t work out?
We work the problem with you first. Most underperformance is a system problem: the wrong list, the wrong script, the wrong comp plan. We find it in the daily numbers and fix it. If it really is the wrong hire, you’ll hear that from us plainly, and a new search is a new search.
Do I need to already have a CRM, a dialer, a script?
No. We set those up before your rep starts. If you already have a CRM, we work inside it.
What does the weekly review with you look like?
30 minutes. Last week’s numbers against target, the pipeline, what we’re coaching the rep on, and anything we need from you. You get the same in writing: a recap every Monday.
What happens when we’re ready for an in-house sales manager?
Growing past us is the plan. We recruit your sales manager for a standard placement fee. Then we hand over management on a schedule that suits your new manager, and stay available for advice if you want it.

See if it fits your business.

If hiring a rep isn’t the right move, you’ll hear it on the call.

Book a 30-minute call →

$3,500 to start the search, $3,500 a month once your rep starts. See pricing · Compare the options

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