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Sean Byrnes, Ash Rust & Nic Meliones, Sean Byrnes, Ash Rust, and Nic Meliones에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Sean Byrnes, Ash Rust & Nic Meliones, Sean Byrnes, Ash Rust, and Nic Meliones 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.
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How to Build Your Sales Team

21:30
 
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Manage episode 409562758 series 3383733
Sean Byrnes, Ash Rust & Nic Meliones, Sean Byrnes, Ash Rust, and Nic Meliones에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Sean Byrnes, Ash Rust & Nic Meliones, Sean Byrnes, Ash Rust, and Nic Meliones 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

In this episode we answer questions about building your sales team. Many startups sell their product via sales people, and building your sales team is one of the most important things you will do. We are here to help! In this episode we answer questions including:

  • How do I hire my first salesperson?
  • What is a sales commission plan?
  • How do I know if a salesperson is doing well?

All of these questions were submitted by listeners just like you. You can submit questions for us to answer on our website TheStartupHelpdesk.com or on X/Twitter @thestartuphd - we'd love to hear from you!
Reminder: this is not legal advice or investment advice.
Q1: How do I hire my first salesperson?
To source candidates, consider various hiring platforms, such as Craigslist, Indeed, LinkedIn, ZipRecruiter, and Wellfound. Your network may have fantastic candidates. Ask fellow founders and investors. Check on people you have worked with previously.

To filter and evaluate candidates, start with a project, such as a PowerPoint sales pitch. Filter further via phone interviews, ultimately leading to an onsite.

Ash sparked some serious debate with his recommendation on the final phase of the hiring process! To combat the high attrition rate in sales and to hedge against the difficulty of predicting how well a new hire will work out, he suggested making 3 hires per sales role that you want to fill.

While making 3 hires per sales role may fit your hiring plan, we anticipate that most startups will hire one sales person per role.

Your first sales person will contribute to your startup culture. Set up this new hire for success. Before you hire your first salesperson, make sure you can clearly articulate a few key aspects of your business, such as:

  • The problem you solve.
  • Your customer profile.
  • How your product solves their problem.
  • Why current customers value your product.

If you do not know the answers to these questions, you are setting this first sales hire up for failure.


Q2: What is a sales commission plan?
Sales people get paid two ways: salary & commissions. A sales commission plan describes the income a sales person makes based on performance.

A simple example of a sales commission plan is to pay a sales person a % of the deal value that they close (i.e. 10% of all deals).

Companies like sales commission plans because they allow the business to both incentivize and reward performance. A good sales commission plan clearly ties performance to important areas of growth for the business.

The plan you choose is important because it provides specific incentives! Do you want your sales people chasing really big deals? Or should they prioritize a larger volume of little deals? Your sales commission plan can influence priorities.


Q3: How do I know if a salesperson is doing well?
It is hard to distill progress vs. noise. There are steps you can take to add more objectivity to your evaluation process:

  • They should immediately shadow you in all deals.
  • They should master your pitch in their first week or two.
  • They should book lots of calls: ideally 10 a week.
  • They should not focus their energy on a small number of marquee leads.
  • They should use and update the existing sales playbook vs. going in a new direction.
  • They should generate their own pipeline within a month.
  • They should own their own deals after a month.
  • They should move deals forward in their first quarter.
  • If your sales cycle is less than 45 days, they should close their first deal in their first quarter.

Sales people need to be ROI positive, so they should pay for themselves fairly quickly.

  continue reading

36 에피소드

Artwork
icon공유
 
Manage episode 409562758 series 3383733
Sean Byrnes, Ash Rust & Nic Meliones, Sean Byrnes, Ash Rust, and Nic Meliones에서 제공하는 콘텐츠입니다. 에피소드, 그래픽, 팟캐스트 설명을 포함한 모든 팟캐스트 콘텐츠는 Sean Byrnes, Ash Rust & Nic Meliones, Sean Byrnes, Ash Rust, and Nic Meliones 또는 해당 팟캐스트 플랫폼 파트너가 직접 업로드하고 제공합니다. 누군가가 귀하의 허락 없이 귀하의 저작물을 사용하고 있다고 생각되는 경우 여기에 설명된 절차를 따르실 수 있습니다 https://ko.player.fm/legal.

In this episode we answer questions about building your sales team. Many startups sell their product via sales people, and building your sales team is one of the most important things you will do. We are here to help! In this episode we answer questions including:

  • How do I hire my first salesperson?
  • What is a sales commission plan?
  • How do I know if a salesperson is doing well?

All of these questions were submitted by listeners just like you. You can submit questions for us to answer on our website TheStartupHelpdesk.com or on X/Twitter @thestartuphd - we'd love to hear from you!
Reminder: this is not legal advice or investment advice.
Q1: How do I hire my first salesperson?
To source candidates, consider various hiring platforms, such as Craigslist, Indeed, LinkedIn, ZipRecruiter, and Wellfound. Your network may have fantastic candidates. Ask fellow founders and investors. Check on people you have worked with previously.

To filter and evaluate candidates, start with a project, such as a PowerPoint sales pitch. Filter further via phone interviews, ultimately leading to an onsite.

Ash sparked some serious debate with his recommendation on the final phase of the hiring process! To combat the high attrition rate in sales and to hedge against the difficulty of predicting how well a new hire will work out, he suggested making 3 hires per sales role that you want to fill.

While making 3 hires per sales role may fit your hiring plan, we anticipate that most startups will hire one sales person per role.

Your first sales person will contribute to your startup culture. Set up this new hire for success. Before you hire your first salesperson, make sure you can clearly articulate a few key aspects of your business, such as:

  • The problem you solve.
  • Your customer profile.
  • How your product solves their problem.
  • Why current customers value your product.

If you do not know the answers to these questions, you are setting this first sales hire up for failure.


Q2: What is a sales commission plan?
Sales people get paid two ways: salary & commissions. A sales commission plan describes the income a sales person makes based on performance.

A simple example of a sales commission plan is to pay a sales person a % of the deal value that they close (i.e. 10% of all deals).

Companies like sales commission plans because they allow the business to both incentivize and reward performance. A good sales commission plan clearly ties performance to important areas of growth for the business.

The plan you choose is important because it provides specific incentives! Do you want your sales people chasing really big deals? Or should they prioritize a larger volume of little deals? Your sales commission plan can influence priorities.


Q3: How do I know if a salesperson is doing well?
It is hard to distill progress vs. noise. There are steps you can take to add more objectivity to your evaluation process:

  • They should immediately shadow you in all deals.
  • They should master your pitch in their first week or two.
  • They should book lots of calls: ideally 10 a week.
  • They should not focus their energy on a small number of marquee leads.
  • They should use and update the existing sales playbook vs. going in a new direction.
  • They should generate their own pipeline within a month.
  • They should own their own deals after a month.
  • They should move deals forward in their first quarter.
  • If your sales cycle is less than 45 days, they should close their first deal in their first quarter.

Sales people need to be ROI positive, so they should pay for themselves fairly quickly.

  continue reading

36 에피소드

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