Iannarino

NOVEMBER 12, 2022

There are only three ways to acquire top sales talent. The first way is to buy it. The second way is to build it. The third way is to use both strategies together. Consider for a moment the investment in time and money required to develop talent. It’s expensive, difficult, and time consuming.

Sales 239

Sales 239

Salesfolks

APRIL 25, 2024

The sales hiring dilemma, characterized by a significant proportion of hires failing to meet quotas, is a multifaceted issue that requires a nuanced understanding of both organizational practices and individual motivations.

Quota 52

Quota Drivers/motivators Sales Meeting 52

Salesfolks

APRIL 25, 2024

In an environment where every lead, conversion, and sale counts, the expertise of a sales process expert can be the catalyst that propels your business forward. By offering a fresh perspective, deep insights, and actionable recommendations, a sales process consultant can help you navigate the complexities of modern sales environments.

Strategize 52

Strategize Process Consult Sales 52

SaaStr

APRIL 21, 2022

Yes, sometimes it’s OK to hire a VP of Sales that everyone loves. At least 9 times out of 10, if everyone on the team loves a VP of Sales, it’s the wrong hire. And this especially matters because I often see CEOs picking between 2 final VP of Sales candidates. VCs love VP of Sales that sell up well.

Sales 129

Sales Up-sell Sell Process 129

Salesfolks

APRIL 25, 2024

Hiring a sales contractor can provide businesses with the agility, expertise, and strategic advantage needed to navigate competitive markets.

Strategize 52

Strategize Sales Growth Product 52

Salesfolks

APRIL 17, 2024

The Strategic Advantage of Hiring Sales Contractors: A Guide for Business, Sales, and Revenue Leaders

Strategize 52

Strategize Sales 52

Understanding the Sales Force

SEPTEMBER 11, 2023

Rotting and lower yields can be used to describe the strange pool of sales candidates from which you are trying to recruit as well. There’s no time like the present to hire salespeople as long your sales recruiting strategy includes considerations for the ever changing ebb and flow of the candidate pool.

Territory 81

Territory Account management Clients Sales 81

SaaStr

DECEMBER 19, 2023

Dear SaaStr: What are the signs that an enterprise SaaS startup is ready to scale by hiring more sales people? For a higher-velocity, in-bound driven SaaS product, most sales reps will have trouble processing more than 50 or so truly qualified leads a month. Before $10m ARR or so, more qualified leads = more sales.

Lead generation 111

Lead generation Follow-up Gaming Growth 111

SaaStr

NOVEMBER 2, 2023

So we’ve spent a ton of time over the years on SaaS talking about hiring a great VP of Sales. Not only because it really matters, but because hiring the wrong VP of Sales can set you back a year — or longer. Don’t make this hire. 50% of what a VP of Sales really does is recruiting.

Process 95

Process Sales Up-sell Quota 95

SaaStr

DECEMBER 7, 2023

Dear SaaStr: When Should I Expect New Sales Hires to Be On Target? sales cycles. You should know well before that if you are managing her or him — you’ll usually know by half a sales cycle. More here: Dear SaaStr: How Long Should You Give a New Sales Rep? At least by 1.5 And yes, that’s true today, too.

Sales 97

Sales Closing Growth 97

criteria for success

DECEMBER 1, 2022

Looking to hire new sales reps? Make sure you’re using creative sales interview questions. When hiring sales reps, it can be easy to get a nice illustration of who your candidate wants you to see. Maybe it’s important that sales reps know how to use a certain software. Tell us about your biggest sale?

Cold Call 98

Cold Call Sales Pipeline Contact 98

Anthony Cole Training

MARCH 25, 2021

When you get to the offer step in your hiring process, it can be tempting to rush ahead and get your candidate contracted. However, this is a critical point in your system that cannot go overlooked.

Contract 314

Contract Sales Process 314

SaaStr

SEPTEMBER 1, 2023

Ah, hiring those first 1 or 2 sales reps. So often, they are mis-hires. But when you get that Sales Magician — they really can be a game changer. If that’s you, hiring your first few sales reps, here are our Top 10 SaaStr Posts on Hiring Your First Few Sales Reps: #1.

Quota 91

Quota Sales Gaming Closing 91

SaaStr

JANUARY 31, 2021

The time is probably going to come when you have to build a sales team in SaaS. It may be X months down the road, once you close a few deals of large enough size ($x,000 ACV) to justify hiring a sales rep. Hiring your first sales person. But most of you haven’t built or led an inside sales team before.

Inside sales 132

Inside sales Sales Represent Up-sell 132

Force Management

MAY 19, 2022

In this wave of mass resignations and global hiring, reduce hiring challenges and cost by narrowing your sales manager's focus. Define what the ideal sales talent candidate looks like for your organization so you can help your managers hire the right people for growth.

Growth 111

Growth Sales 111

Predictable Revenue

JANUARY 17, 2023

Learn how to transition from founder-led sales to making your first hire, including the four outbound funnels your sales team should focus on. The post From Founder-Led Sales to Hiring Your First AE appeared first on Predictable Revenue.

Sales 102

Sales 102

Lead Fuze

JULY 8, 2021

Without an effective sales hiring process, you’re going to churn through rep after rep. The actual hiring of your reps should fit into your entire sales hiring strategy, which in turn, should fall into the larger concept of building a great sales team. Given enough time, you’ll hire a dud.

Process 98

Process Sales Cold Call Contact 98

Heinz Marketing

OCTOBER 17, 2023

By Sheena McKinney , Business Operations & Marketing Assistant at Heinz Marketing In the fast-paced world of B2B sales and marketing, the role of a Chief Marketing Officer (CMO) is both demanding and critical to a company’s success. Why Hire a Business Coach? That’s where a business coach comes in.

Gaming 109

Gaming B2B Construction Networking 109

Sales Hacker

MAY 15, 2023

It’s hard to know when you’re ready to hire a sales team — and the consequences can make or break your startup. And that may include owning and executing the sales process , from initial outreach and lead generation to closing deals — not hiring a sales team right away.

Minimum Viable Product 87

Minimum Viable Product Pitch Non-Profits Sales 87

SaaStr

JANUARY 6, 2021

Finding the perfect VP of Sales position can be daunting, especially in the middle of a global pandemic. Candidates need to find opportunities that not only fit their sales experience and stretch goals, but also companies that are coming out of the pandemic with momentum. Who is looking to hire a VP of Sales in January / Q1?

Healthcare 131

Healthcare Finance Construction Government 131

SaaStr

OCTOBER 23, 2021

………………… Hiring a VP of Sales in a startup is an incredibly hard thing. Even if you hire the right person there is no guarantee your startup is going to make it. Understands and has experience running a sales org at your sales velocity (i.e. And just stop. And rethink this.

Inside sales 130

Inside sales Sales Price Closing 130

Adaptive Business Services

JANUARY 11, 2023

They also had lost their sales manager to another health issue. I agreed to do so and we also discussed me providing sales training to whoever we might hire. Let’s just say that the job market had changed since the last time I had hired a salesperson. While he had management experience, he would need to start in sales.

Electricity 71

Electricity CRM Sales Follow-up 71

Predictable Revenue

NOVEMBER 30, 2023

Sales leaders are navigating a complex landscape marked by uncertainty and rapid changes. The post Elevating Sales Hiring Practices with Dan Fantasia appeared first on Predictable Revenue. Dan Fantasia, touches on these challenges.

Sales 52

Sales 52

Anthony Cole Training

JUNE 17, 2019

Hiring an elite salesperson is tough work. It's not easy to find a sales all-star and it's even harder to keep them on board if you do hire them.

Sales 153

Sales 153

RAIN Group

NOVEMBER 28, 2023

Recruiting and hiring strong sales talent isn't for the faint of heart. It is, in fact, the top challenge facing sales and enablement leaders (cited as “very challenging” by 52%). It's not only challenging, but also takes a significant investment of resources to find, hire, and retain talent.

Process 57

Process Sales 57

Anthony Cole Training

MARCH 21, 2024

It's difficult to choose what the toughest part of any sales manager’s job is and it can vary by company, industry or geography. Undoubtedly, it will be about people – finding the right salespeople, hiring and onboarding, coaching them on important deals and for skill development.

Sales 267

Sales Drivers/motivators 267

Adaptive Business Services

JANUARY 25, 2023

This same axiom will apply to interviewing new people for a sales position or, for that matter, for any position in your company. The sales success triangle is made up with Attitude, Skills, and Knowledge. The post Hiring Your Next Sales Rep appeared first on Adaptive Business Services. What else do I have to go on?

Sales 71

Sales Clients Consult Up-sell 71

Hubspot

NOVEMBER 27, 2023

Welcome to "The Pipeline" — a weekly column from HubSpot, featuring actionable advice and insight from real sales leaders. There are a lot of standard qualities most companies look for when recruiting sales professionals. The Anatomy of an Ideal Sales Hire 1. Sales requires focus. Let’s dive in.

Meeting 72

Meeting Drivers/motivators Sales Represent 72

SaaStr

FEBRUARY 25, 2021

Ah the VP of Sales. The toughest hire. The first post is What a Great VP of Sales Actually Does. So you expect the right things, and hire your rockstar at the right time to do the right things. The second post is a script for you to use (and modify as you see fit) – 10 Great Questions to Ask a VP Sales Candidate.

X-functional 145

X-functional Cross-sell Sales Up-sell 145

SaaStr

AUGUST 28, 2020

I know we’ve hit a number of these points individually before on SaaStr, but after getting asked about the top mistakes hiring your first sales team so many times over the years, I thought it would be worthwhile to assemble a Top 10 List. Yes, you may be terrible at sales. It’s sales, after all. But you are the CEO.

Quota 131

Quota Price Sales Up-sell 131

SaaStr

JULY 12, 2021

Q: What are some common blind spots and mistakes startups make when hiring for and building out a sales team? Some of the top blind spots founders and even VPs of Sales make: #1. You hire a sales rep to sell before you can prove you can do it yourself. You don’t let reps go that fail in one sales cycle.

Quota 107

Quota Sales Up-sell Closing 107

SaaStr

NOVEMBER 16, 2021

Q: Dear SaaStr: What Are The Top 3 Criteria for Hiring Your First Head of Sales? We’ve talked a lot on SaaStr about hiring that first VP of Sales. Training is a critical part of sales management. The post Dear SaaStr: What Are The Top 3 Criteria for Hiring Your First Head of Sales?

Quota 125

Quota Sales Promote Price 125

Topline Leadership

AUGUST 13, 2021

That means sales managers have to hone their ability to identify and hire more top candidates, and then create a successful plan for onboarding new sales hires. The post Rapid, Successful Onboarding of New Sales Hires appeared first on TopLine Leadership. Here are three tips. Read full article.

Sales 93

Sales 93

Force Management

JULY 14, 2021

Build a process you and your managers can leverage to make your B2B sales talent a competitive advantage. The remote and hybrid work environment provides companies the opportunity to hire talent with fewer geographical restraints creating the ability for leaders to expand their talent pool.

B2B 142

B2B Sales Process 142

Predictable Revenue

FEBRUARY 21, 2024

Collin sat down with Mia Murphy from Tontine.ai, to discuss her transformative journey through the sales landscape. The post What Founders Must Do Before Their First Sales Hire with Mia Murphy appeared first on Predictable Revenue.

Sales 52

Sales 52

SaaStr

NOVEMBER 24, 2020

Then, once you know how to do it yourself, you hire 2 sales reps. More on that here: When You Hire Your First Sales Rep — Just Make Sure You Hire Two | SaaStr. After you have 2 reps hitting quota, you hire a head of sales. A related post here: Should Your VP Sales Start Off as a Player-Coach?

A/B testing 105

A/B testing Quota Sales Engineering 105

Understanding the Sales Force

JANUARY 4, 2023

CEOs, Sales Leaders, Sales Managers and HR Directors are under water when it comes to sales selection. They get it right about 50% of the time and that includes salespeople who stay but underperform. After reading Malcom Gladwell's book, Talking to Strangers , I can finally explain why the success rate is so low.

Sales 118

Sales 118