gossamer

Member
Joined
Nov 20, 2021
Messages
3
Hi, I have a small B2B SaaS company and have just hired the first salesperson in long time. Previously I had been doing sales myself with a business dev person but she wasn't able to do the job. We also have an email drip marketing system set up, sending emails to thousands of prospects based on best match criteria from our zoominfo subscription.

I could use some guidance on how to manage, motivate, and set expectations for this new salesperson.

Because I really have no basis for sales expectations or number of calls per day, I'm not sure what is reasonable for a salesperson, particularly during this initial three-month period to see if she's a good fit. She is paid a base $50k, but we haven't yet established any terms or commissions because there is so much unknown.

The salesperson is an experienced B2B brick and mortar type salesperson, but has little experience with technology and tech SaaS sales.

She is currently doing about 50 to 70 calls per day, but I think I'd like to see more, given the salesperson end her day at 4pm.

What kind of balance do you recommend for making calls and doing research on developing her pitch, etc? There isn't much individual email currently because there are very few people responding - more than 90% of calls go to voicemail.

It's going to be particularly difficult during this holiday season, with Thanksgiving, Christmas and New Years approaching. What recommendations do you have for work on the Friday after Thanksgiving? What can she do instead of making calls to be productive?
 

gossamer

Member
Joined
Nov 20, 2021
Messages
3
No one has any thoughts? Perhaps you have a new salesperson 30/60/90 day plan you can share?
 

Biztech

Member
Joined
Oct 9, 2021
Messages
7
Hi, I have a small B2B SaaS company and have just hired the first salesperson in long time. Previously I had been doing sales myself with a business dev person but she wasn't able to do the job. We also have an email drip marketing system set up, sending emails to thousands of prospects based on best match criteria from our zoominfo subscription.

I could use some guidance on how to manage, motivate, and set expectations for this new salesperson.

Because I really have no basis for sales expectations or number of calls per day, I'm not sure what is reasonable for a salesperson, particularly during this initial three-month period to see if she's a good fit. She is paid a base $50k, but we haven't yet established any terms or commissions because there is so much unknown.

The salesperson is an experienced B2B brick and mortar type salesperson, but has little experience with technology and tech SaaS sales.

She is currently doing about 50 to 70 calls per day, but I think I'd like to see more, given the salesperson end her day at 4pm.

What kind of balance do you recommend for making calls and doing research on developing her pitch, etc? There isn't much individual email currently because there are very few people responding - more than 90% of calls go to voicemail.

It's going to be particularly difficult during this holiday season, with Thanksgiving, Christmas and New Years approaching. What recommendations do you have for work on the Friday after Thanksgiving? What can she do instead of making calls to be productive?

Your sales person is doing a great job making 50-70 calls per day. Are these hard cold calls, or contacting people that expressed an interest? What type of CRM are you utilizing to track leads - prospects, sales.

You mentioned commissions, how long is your typical sales cycle - short - long? That will factor into your compensation calculations
 

Dora Wi

MVP
Joined
Aug 19, 2020
Messages
94
I only have some experience in door-to-door sales but if it's any help, at the company I worked at the minimum requirement for successful sales increased with time. In the first three months it was one per day, then it increased every few months and I think the final requirement was 3 sales per day. We also tracked how far we got with the pitch - we put symbols in a chart for "didn't answer", "answered but shut us down immediately", "listened to the pitch but wasn't sold on it", and "completed sale". Comparing these numbers between different salespeople can give you a lot of information.
Developing and practicing one's pitch and preparing for potential questions and oppositions a client could make is pretty important in my opinion, some time should be spent on that every morning.
 

Biztech

Member
Joined
Oct 9, 2021
Messages
7
Good Technique - 3 Sales Per Day - that's very good - door to door - you are a trooper !!
 
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