SaaStr

AUGUST 12, 2021

Q: What are the top 3 biggest concerns in managing a first sales team? A few of the top ones: Recruiting. Top sales people want to work for a great VP of Sales. If you don’t have one, it’s very hard to attract top sales reps. Too many startups don’t train or onboard reps properly.

Sales Recruiting 258

Sales Recruiting Sales Hiring Sales Onboarding 258

SaaStr

MARCH 5, 2021

Flock Safety’s Founder and CEO, Garrett Langley, and its VP of Growth, Alex Latraverse, know a bit about sales. Enough to go from 0 to 100 sales reps in about 18 months — and they’re looking to be well beyond 100 by the end of this month. The three things that led to ramping up sales at Flock Safety were: Achieving product-market fit.

Sales Recruiting 175

Sales Recruiting Sales Hiring Scale Sales 175

Andreessen Horowitz

FEBRUARY 8, 2024

But building a sales compensation plan that both aligns your sales team’s compensation with your customers’ objectives and recruits top salespeople can be incredibly difficult in usage-based pricing. Determine where your sales team makes your customers more successful In usage-based pricing, value = usage.

Compensation 90

Compensation Sales Recruiting Sales Systems Review 90

SaaStr

DECEMBER 4, 2023

So backstage at SaaStr Annual this year, and in a number of other conversations since, I’ve had a chance to get a few quiet moments with maybe two dozen top CROs and VPs of Sales. Yes, macro issues come up, and how they have to sell to more stakeholders now, and sales cycles are longer. But the best long ago adapted.

Sales Recruiting 219

Sales Recruiting Sales Hiring Onboarding Sales 219

OpenView Labs

DECEMBER 16, 2019

So if scaling your sales organization is a priority in 2020, here are the things you need to be aware of to make sure you do so successfully. In my experience both as a salesperson and as a recruiter, it’s primarily been four things: They want the work they’re doing to matter to them. Hiring sales leaders will get harder.

Sales Recruiting 53

Sales Recruiting Sales Hiring Scale Trends 53

SaaStr

JANUARY 21, 2020

Justin Welsh, former SVP of Sales at PatientPop explains how he started in SaaS in 2009 as the second sales hire at Zocdoc. Justin used Sales Culture to grow a successful PatientPop team to 140 employees and 55 million in revenue. Justin Welsh | SVP Sales @ PatientPop. I was a local sales manager or regional manager.

Sales Recruiting 261

Sales Recruiting Sales Hiring Scale Sales 261

Intercom, Inc.

JUNE 9, 2021

That used to mean welcoming them to the company in person but, like everyone, we’ve had to adapt to a new way of onboarding over the past year. The COVID-19 pandemic has completely disrupted the way we work and forced us to reinvent how we onboard new colleagues. Our remote onboarding program has come a long way since then.

Onboarding 253

Onboarding Sales Hiring Scale Systems Review 253

SaaStr

OCTOBER 25, 2023

For part one of this Ask Me Anything session, Jason covers everything you need to know about hiring your first VP of Sales, what he really thinks about AI, what the future of lead generation in 2024 looks like, and much more. Lead generation tools do change, but the basic motions of sales and marketing haven’t changed much.

Scale 245

Scale Sales Hiring AI Sales Recruiting 245

ChurnZero

JANUARY 10, 2022

SaaS customer onboarding makes or breaks your customer retention. Your onboarding process is a learn-or-churn, adopt-or-get-dropped situation. For this reason, unlocking the optimal SaaS customer onboarding experience is invaluable. Work Cross-Functionally During SaaS Customer Onboarding. Segment for Customer Onboarding.

Onboarding 98

Onboarding Sales Recruiting SaaS Technical Review 98

SaaStr

OCTOBER 5, 2020

There’s a common thinking that sales teams should be relatively high churn. That the bottom 15-20% of the sales team almost has to churn each year, because it’s survival of the fittest. At Salesforce, at Box, the bottom end of the sales team churns out each year. First, do sales reps really compete with each other?

Scale 281

Scale Sales Hiring Sales Recruiting Sales 281

SaaStr

FEBRUARY 27, 2023

Storyblok started with a leadership-first hiring plan and a recruitment strategy that involved the following: A test to know how candidates handle different tasks and their expertise level. A way of onboarding new employees and equipping them with the right tools. This was Storyblok’s strategy when it started expanding its team.

Scale 199

Scale Sales Hiring Sales Recruiting Scaling 199

User Pilot

JUNE 28, 2023

Sustaining user engagement throughout the entire onboarding process can feel like a task only large teams can achieve. Introducing core features, driving user activation, and maximizing retention rates after the user onboarding experience will all impact the user journey moving forward.

Onboarding 75

Onboarding SaaS Payments Payment Services Payment Solutions 75

SaaStr

MARCH 22, 2022

I really appreciate you coming to talk about how to attract, hire, and build a more diverse sales team in your organization. So I’ve been building top-producing sales teams for a really, really long time. So over the years, I’ve watched many sales leaders go out and say, “Brian’s my top producer.

Sales Hiring 224

Sales Hiring Sales Recruiting Scale Sales 224

SaaStr

SEPTEMBER 5, 2022

Going from sales-led to PLG is doable, but it is not easy. Sales-led organizations struggle to adapt to a PLG mindset.”. Let’s use sales-led organizations as a comparison point. If a company has started out with a heavy sales focus, its onboarding process within the actual product may not be intuitive enough for customers.

Sales Recruiting 252

Sales Recruiting Business Pricing Churn 252

SaaStr

OCTOBER 3, 2022

Imagine a coverage model, from end to end, for the full customer life cycle: from demand generation to sales to post-sales. Sales Cycle. This includes everything from inside sales to account executives to strategic asset allocation. Post Sales. Execution is not just a sales process. Demand Generation.

Scale 220

Scale Sales Hiring Sales Recruiting Scaling 220

For Entrepreneurs with David Skok

SEPTEMBER 6, 2018

Stephanie has been an executive in 3 successful startups and was most recently the SVP of Sales and Customer Success at Xamarin which has since been acquired by Microsoft. In today’s blogpost I would like to introduce my partner for Zero to 100, Stephanie (Schatz) Friedman. Stephanie joined Xamarin as its first non-engineering hire in.

Sales Hiring 268

Sales Hiring Sales Recruiting Onboarding Sales 268

For Entrepreneurs with David Skok

SEPTEMBER 6, 2018

Stephanie has been an executive in 3 successful startups and was most recently the SVP of Sales and Customer Success at Xamarin … The post Onboarding your first Sales Hire as an Entrepreneur appeared first on For Entrepreneurs.

Sales Hiring 130

Sales Hiring Onboarding Sales Recruiting Sales 130

SaaStr

MAY 14, 2023

Daniel, you grew to 3 million in ARR before you hired a VP of Sales. You had all the reps and SDRs reporting to you, managed it all yourself. How’d you manage all that? Daniel : We followed a lean start up approach to building our sales process. An engineering team and the sales team was me with a laptop.

Sales Hiring 239

Sales Hiring Sales Recruiting Scale Payment Methods 239

SaaStr

JUNE 15, 2021

Recruitment: Getting the right talent onboard is a critical step. Sales: You must understand how to grow your sales machine, and it isn’t easy. Sales: You must understand how to grow your sales machine, and it isn’t easy. In fact, you need both to optimally grow your sales efforts. billion valuation.

Sales Recruiting 200

Sales Recruiting Scale Software Delivery Travel 200

SaaStr

MARCH 18, 2022

Mapistry recruited a diverse pool by inviting both legacy customers and new customers. . New customers add value to your CABs with their fresh experience with your sales cycle and onboarding processes. Will you onboard future Account Executives with recorded CAB calls? Bringing home the learnings .

Sales Recruiting 241

Sales Recruiting Enterprise Onboarding Investment 241

User Pilot

DECEMBER 6, 2023

Start implementing a dogfooding program by recruiting users from across the organization, especially those not involved in the product development. Before you start testing, provide testers with adequate user onboarding so that they know how to use the product. Book the demo to see how you can use it for dogfooding in your SaaS.

Software Development 86

Software Development Sales Recruiting Development Software Review 86

Sales Hacker

JANUARY 20, 2022

Strong sales reps are the lifeblood of your business and how you choose to invest in them matters. For frontline sales managers, attributes like competency, quality of work, ease of execution, and length of contribution indicate reps’ overall job success, but you can’t rely on those inputs to tell you if they are personally satisfied.

Sales Recruiting 98

Sales Recruiting Scale Retention Sales 98

Sales Hacker

MAY 6, 2021

What’s the difference between a VP of Sales and a Chief Revenue Officer (CRO)? The VP of Sales. Great VPs of sales have gravitas and tact, command the room and hold their end of the table regardless of who is on the other side. Singular focus on sales. As the title would hint at, the VP of Sales should focus on sales.

VP of Engineering 93

VP of Engineering Sales Hiring Sales Recruiting Sales 93

SaaStr

MARCH 3, 2020

Brendon introduces his playbook to hiring the first VP of Sales from his experiences as VP of Sales at LinkedIn, EchoSign, Talkdesk and more. Learn the dos and don’ts to make the correct hire the first time and not rush into hiring the wrong VP of Sales, which can cost the company months or even years. Roughly 90%.

Sales Hiring 156

Sales Hiring Sales Recruiting Scale CTO Hire 156

Sales Hacker

SEPTEMBER 29, 2022

If you’re new to hiring a sales team internationally, the challenges can be overwhelming. Related: How I Built a Successful International Sales Team From Day 1. Building an international sales team: Strategy. Start with which roles your sales team needs for its next stages of growth. How to choose a country?

Sales Recruiting 88

Sales Recruiting Sales Hiring Sales Interviewing 88

CustomerSuccessBox

DECEMBER 13, 2021

SuccessHACKER is a Customer Success advisory firm focused on providing education, recruiting, and consulting to high-growth companies. Here, he talks about the steps to get a perfect customer onboarding. What are the ingredients of a perfect customer onboarding ? What are the KPIs and metrics you track for onboarding?

Onboarding 52

Onboarding Sales Recruiting Underperforming Technical Team Consulting 52

Sales Hacker

APRIL 30, 2020

What’s your approach when hiring sales reps? Companies often hire sales reps who have knowledge of, or even a passion for, the brand’s product or industry — which is great because it gives you a team of “walking brochures” who can spout off all the benefits of your product. The best training for new sales hires.

Sales Hiring 92

Sales Hiring Sales Recruiting Sales Underperforming Technical Team 92

Sales Hacker

JANUARY 30, 2023

The first goal of sales at a startup isn’t to bring in revenue — it’s to get customer feedback. I’ve used our sales process to iterate our way to product market-fit and wanted to share what I’ve learned along the way. Use sales conversations as a tool to get product feedback. So how do you get there?

Sales Recruiting 88

Sales Recruiting Product Marketing Scale Sales Hiring 88

Sales Hacker

JULY 25, 2022

Here’s the thing about driving a car — and about running a sales org: Bumps in the road are inevitable. One of the best ways to ensure every part of your engine is running smoothly is to build sales performance dashboards for everyone on your team. What is a sales performance dashboard? What is a sales performance dashboard?

Sales Recruiting 99

Sales Recruiting Engineering Revenue Sales Enablement 99

Totango

DECEMBER 13, 2022

It’s clear to corporate leaders that strong onboarding and ongoing engagement help convert tentative new relationships into happy customers and established revenue streams; and risk management protects hard-earned customer trust and shines a light on opportunities for expansion. Show them the data.

Sales Hiring 91

Sales Hiring Sales Recruiting Scale Customer Success 91

SaaStr

OCTOBER 12, 2020

You can also totally change your sales team. The wheels will turn, priorities will change, onboarding will improve, support will improve, features will shift … and churn will come down. In a way, this is the same point as #1, almost — except you can recruit even more of the team here. How to Excel in SaaS Sales.

Sales Recruiting 346

Sales Recruiting Sales Hiring Churn Onboarding 346

Sales Hacker

NOVEMBER 27, 2019

Sales leaders have a bad habit of dumping people into a new job without properly preparing them to succeed. When I landed my first “big girl job” 20 years ago as an Inside Sales Manager , I was underqualified, overambitious, and soon underwater. What’s So Important About Sales Onboarding? So tune in….

Sales Hiring 74

Sales Hiring Onboarding Sales Recruiting Outsourcing Services 74

Baremetrics

NOVEMBER 25, 2021

Your marketing and sales budgets, and the personnel assigned to those teams, will also rise. A sound hiring plan allocates these expenses in advance so that your team knows when they need to attract new talent, as well as their budget for onboarding them. A longer lead time for recruitment means higher quality recruits.

Sales Hiring 97

Sales Hiring Sales Recruiting Finance Forecasting 97

Intercom, Inc.

DECEMBER 16, 2020

Your sales team is integral to your business’s success: not only do your salespeople bring in the big deals, but they also represent your company and culture to every new and potential prospect. So why is sales team culture still an afterthought for so many organizations? People all across the company are so proud of our sales team.

Sales Hiring 143

Sales Hiring Sales Recruiting Scale Sales 143

Intercom, Inc.

MARCH 12, 2019

A little over a year ago, I got the opportunity to start a new team within our sales organization – a team of Relationship Managers dedicated to growing our current customers at scale. The opportunity emerged out of a shift in how we practice sales. Starting a new sales team is not unlike doing improv.

Sales Hiring 171

Sales Hiring Sales Recruiting Underperforming Technical Team Scale 171

OpenView Labs

MARCH 8, 2021

B2B sales involves one business selling its product to another business. Those with experience in both B2B and B2C sales know that B2B is a lot tougher—the deals are bigger, there’s often more than one decision-maker, and the competition is intense. For all those reasons, hiring and management must be on point.

Sales Hiring 80

Sales Hiring Scale Sales Recruiting B2B 80

SaaStr

SEPTEMBER 14, 2023

In this Ask Me Anything Part 1, Lemkin answers the questions: Many VCs talk about funding, yet you’re so focused on sales. Question #1: Why Are You So Focused On Sales When Other VCs Are Focused On Funding? That VP of Sales came out of Salesforce. Lemkin’s Hail Mary was hiring Brendon Cassidy when that first VP of Sales quit.

Outsourcing Services 211

Outsourcing Services Sales Hiring Scale Sales Recruiting 211