Like any of the topics discussed in our recent SaaS roundups, the world of SaaS sales remains one of the most confusing and overwhelming areas of the industry. If you’re struggling to understand SaaS sales, these 5 articles will help you on your way to SaaS sales success today!
Michael Ferguson of Rainmakers aims this piece at those who may be unfamiliar with the SaaS sales world and are considering entering it. Admitting that the various sales roles SaaS newcomers may hear of can be confusing due to their loose and often vague definitions, Ferguson breaks down the 8 most common types of sales roles within a company, and what you need to know about each one. Detailing the average base pay, additional cash compensation and more – this article serves as a truly fantastic introduction to SaaS sales.
While sales leaders create the strategy for the sales team, sales managers implement this strategy. They work with the individual contributors and combine encouragement, education, and pressure to make the team deliver.– Michael Ferguson
If you’re looking for an ultimate SaaS sales crash-course, this is it! HubSpot writer Meg Prater goes above and beyond in this recently-updated blog post from late 2017, taking readers from A-Z on all things SaaS sales. Discussing everything from sales commission to salary, models and beyond, the article closes with a free downloadable sales plan template. Download the template and outline your company’s sales strategy today!
SaaS salespeople must clearly communicate the benefits and features of their software. And it’s important to tailor each presentation to meet the needs of each prospect.– Meg Prater
Adam Feber believes that calculating your sales commission shouldn’t be a pain in the SaaS, and he’s doing something about it! Last week, Feber partnered with the folks at Chargify to release The Sales Commission Calculator, pairing it with this introductory article to help usher in this new era. To learn more about the calculator and how it works, give this article a quick read!
The vast majority of businesses are still tracking the chaos via manually updated, migraine-inducing spreadsheets. No wonder 83% of organizations admit to having inaccuracies in their sales commission payouts. There has to be an automated, more scalable way…– Jess Garza
CEO and multi-entrepreneur Sunny Paris takes readers on a journey through hiring their first sales rep, explaining how (and when) to make the big leap. Hiring good sales reps is much more than sorting through the best CVs. Paris took to the Openview blog to outline the most important factors to consider, and explains how to identify each one.
You want to build a sales team to reproduce – and surpass – the success already achieved.– Sunny Paris
In this article, Close CEO Steli Efti outlines the 4 key stages of B2B sales hiring. While the internet is overly inundated with articles fitting this “4-step” formula, this article is unlike anything else
The first person to sell your product should be you—the founder—and your co-founders. Even if you hate sales and suck at it. Even if you don’t have any sales experience and know-how.– Steli Efti
The title says it all. Our own fearless leader Anna Talerico shares the 50 interview questions that she asks every single SaaS sales VP candiadate, and talks about the type of responses she looks for. Download her interview question bank for free, and don’t forget: the most important thing is what they ask you, not what you ask them!
Hiring a sales leader is a big deal no matter what stage your company is. It’s worth the time to get it right.– Anna Talerico
Thanks so much for joining us for another SaaS roundup. We hope to see you here again next Monday!