There’s a lot that goes into creating a strong SaaS sales organization, including the three main pillars of sales analytics, management coaching, and training for sales representatives. However, the process becomes more complex when targeting multiple market segments.
The size and velocity of deals also vary greatly. SMB deals may need to close within one to three weeks, requiring a fast-paced approach, while enterprise deals can take months or even over a year to finalize, demanding a slower and more deliberate strategy. For these reasons, the sales reps handling upmarket customers should not be the same ones working with smaller buyers.
Hiring the most experienced and talented person on the market might seem ideal, but it’s not always the best option. Highly seasoned sales reps are expensive and may come with ingrained habits. If they know they can make a lot of money by doing things the way they've become accustomed to, they might not take the time to learn your specific products or adapt to your company culture.
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