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Most companies interview sales candidates the same way they interview everyone else. A few conversations, some gut-feel assessments, maybe a reference check. The problem is that salespeople are professionally trained to make good impressions. They know how to build rapport, tell compelling stories, and close. Which means traditional interviews often identify candidates who are good… Read more »
Remote sales has gone from exception to norm. According to HubSpot research, 71% of SaaS sales teams now work remotely at least some of the time, up from just 10-15% in 2015. The pandemic accelerated a trend that was already underway, and most companies have settled into permanent remote or hybrid arrangements. For software companies,… Read more »
You’ve invested significant time and money to hire a new sales rep. Now the real work begins. How quickly they ramp to productivity determines how fast you see return on that investment, and whether they stick around long enough to make that return meaningful. The stakes are high. According to research from The Bridge Group,… Read more »
Hiring salespeople is hard. Hiring the right salespeople for a software company is even harder. The skills that make someone successful selling one product at one company stage don’t automatically transfer to a different product, market, or growth phase. The cost of getting it wrong is substantial. According to the National Business Research Institute, a… Read more »
Getting sales compensation right is one of the most important decisions a software company makes. Pay too little and you lose talent to competitors. Pay too much without proper structure and you erode margins while potentially rewarding the wrong behaviors. Get the balance right and compensation becomes a powerful tool for attracting talent, driving performance,… Read more »
Sales operations has evolved from a back-office support function into a strategic role that directly impacts revenue performance. The best sales ops managers don’t just run reports and manage CRM hygiene. They build the systems, processes, and infrastructure that make your entire sales organization more effective. For software companies, where data is abundant and sales… Read more »
Channel sales can dramatically extend your reach without proportionally increasing your direct sales headcount. The right partners can open doors to markets, customers, and opportunities you’d never access on your own. But that potential only materializes if you have someone skilled at building and managing those partner relationships. That’s where channel sales managers come in…. Read more »
Enterprise sales is a different game. The deals are larger, the cycles are longer, and the stakes are higher. The rep who crushed it selling $20K deals to small businesses may struggle when facing six-month sales cycles, ten-person buying committees, and procurement departments that treat negotiations like a contact sport. That’s why hiring enterprise sales… Read more »
Hiring a VP of Sales is one of the highest-stakes decisions a software company will make. Get it right, and you have a leader who can build the team, systems, and culture that drive sustainable revenue growth. Get it wrong, and you’re looking at months of lost momentum, damaged team morale, and the painful process… Read more »
Inside sales has become the dominant model for software companies. The ability to sell remotely, cover more ground, and scale efficiently makes it a natural fit for SaaS and subscription businesses. If you’re building or expanding an inside sales function, the decisions you make now will shape your revenue trajectory for years to come. The… Read more »