The two questions I ask B2b Saas Founders with Duane Dufault

Selling Saas

Hiring a new sales rep for a startup can be tricky. It's important to have the proper process and foundation in place before doing so, or things can quickly go wrong. The whole company may have fewer than ten employees, and most startups don't know what questions to ask to scale. A sales rep needs leads, a market to call into, a CRM, and a sales process. With a tight budget, startups may only be able to afford young and inexperienced sales reps who won't have experience with a well-developed CRM. It is important to have everything set up in a way that allows the representative to function without having to manually create everything every day.

When hiring a new salesperson, there is much more involved than just the CRM. Companies need to consider the impact it will have on their current team, as they will need to take a break from their own sales to help onboard and train the new person. Companies should also have a sales playbook that outlines the process, including how many calls each lead should get, how long to follow up, what questions to ask in the discovery phase, how to run a successful demo, and how to measure the effectiveness of the demo. Additionally, companies should have a database or resource library for the new person to study and assets and software available for demos. Hiring a new person is an upfront expense and a decrease in production, and it usually takes three to four months for the new person to start paying for themselves.

• Unpacking The Challenges Of Scaling A SaaS Business
• The Challenges of Hiring Additional Sales Reps for Startups
• Creating a Systematized Process for Your Sales Team
• Exploring the Impact of Adding a Sales Rep and Doubling Customer Acquisition

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