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The Sales Development Representative role is the most common entry point into software sales. You don’t need prior sales experience or a specific degree. What you do need is persistence, communication skills, and a clear strategy for standing out among hundreds of applicants. According to research from The Bridge Group, the average path from SDR… Read more »
Sales training and coaching are often conflated, but they serve different purposes. Training teaches skills and knowledge. Coaching develops those skills through ongoing practice and feedback. Most software companies need both, but the question is when to invest in dedicated headcount versus relying on managers or external resources. According to RAIN Group research, a seller… Read more »
How you structure your sales team affects everything from quota attainment to employee satisfaction to your ability to scale. The right structure depends on your stage, sales motion, average deal size, and growth targets. There’s no universal answer, but there are proven patterns that work. According to The Bridge Group’s research, SaaS companies employ an… Read more »
Cultural fit matters in sales hiring, but it’s often misunderstood and poorly assessed. Done right, evaluating cultural alignment helps you hire salespeople who will thrive in your environment and stay long-term. Done wrong, it becomes a vague preference for people who “feel like us,” which introduces bias and limits diversity. According to the Society for… Read more »
Reference checks are one of the most underutilized tools in sales hiring. Done well, they reveal critical information about a candidate’s actual performance, work habits, and fit. Done poorly, they’re a checkbox exercise that adds no value. The difference lies in who you call, what you ask, and how you interpret the answers. According to… Read more »
A hiring scorecard transforms your sales interviews from gut-feel decisions into structured evaluations. Instead of debating whether a candidate “felt right,” your team rates candidates against specific, predefined criteria. This approach leads to better hires, faster decisions, and fewer expensive mistakes. According to Google’s hiring research, structured interviews are more predictive of job performance than… Read more »
Economic downturns change the calculus for sales hiring. Budgets tighten, sales cycles lengthen, and the pressure to get hiring decisions right intensifies. But down markets aren’t just about cutting costs. They can also be opportunities to hire talent that wouldn’t be available in boom times. According to Capchase’s B2B SaaS Sales Report, 66% of SaaS… Read more »
Building a diverse sales team isn’t just about meeting goals or checking boxes. It’s about accessing talent pools your competitors overlook, better representing your customer base, and creating teams that outperform homogeneous ones. According to Gartner research, women represent only 31% of senior-level B2B sales employees despite making up nearly half of the global workforce…. Read more »
Expanding sales internationally is a significant step for any software company. The decision to hire salespeople in EMEA, APAC, or other regions involves more than just finding good candidates. You need to determine timing, choose the right roles to hire first, and navigate regional differences in sales culture and compensation. According to Statista, the U.S…. Read more »
Hiring salespeople for enterprise deals requires a fundamentally different approach than hiring for SMB sales. The skills, experience, compensation, and even personality traits that make someone successful at closing $500K enterprise contracts have almost nothing in common with what makes someone effective at closing $5K SMB deals. According to Gartner research, the typical B2B buying… Read more »