Question: We are hiring inside sales reps with a base of $45K and OTE of $90K. How do we handle the first 3-6 months when they are ramping relative to their commissions? Is it just assumed that they will probably make less than their $90K target # during those months or are they otherwise compensated […]
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Question: The specific use case is SaaS sales but could be related to any sales process. There has been a lot written about cold calling but much less about “cold emailing”. What are the best practices? Answer: Don’t. Pick up the phone Find the decision maker Network your way to an introduction Start lower in […]
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Question: Every contract is different but, in general, do enterprise software and SaaS companies typically set their contracts to automatically renew at their expiration or does a renewal have to happen explicitly. I’m sure both happens but I’m interested in what’s most standard. Answer: Yes, have your contract auto-renew. Couple of thoughts around this: Start […]
VIEW POSTQuestion: When hiring for a low-level B2B sales position that doesn’t require previous sales experience (i.e. appointment setter, intern, sales associate) – how do you tell if a candidate has what it takes to become successful? (Successful in the job hired for, and to have the potential to be promoted to and succeed as a […]
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(I’m assuming that we are discussing an enterprise-wide SaaS platform or service that is priced at $25K-100K+ per year, or multiples of that, not single-user licenses that might range from $10-$100 per discrete transaction.) I agree with Nadim on some points, but strongly disagree on others. Do NOT hire “closers.” Instead, hire sales professionals that […]
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