EP011: From Zero to a Hundred Million Dollars in the SaaS Game with Andrew Quinn

Building your sales force from scratch has its advantages as long as you are clear on which behaviors, you as the sales manager expect from your new hires. The first people on your team will likely help you to figure out your go to market strategy and must be willing to experiment and share. For this reason, they should be curious, industrious and organized. If an interviewee has these 3 elements it will shorten the length of the onboarding process. Using a backward planning training strategy, your new employees will reach baseline viability faster to become an asset to your organization, instead of a cost.

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Key Takeaways:

[1:19] Training and development for sales onboarding

[2:10] Hubspot helps businesses to capitalize through inbound marketing

[3:06] How should behaviors be scaled and executed consistently

[4:59] Sales is not mimicry

[5:50] Fundamentals of inbound marketing, the product and sales acumen

[8:00] The right salespeople are industrious, curious and organized

[10:22] How the interviewee’s prepare for the interview shows industriousness

[11:22] How to find a person’s curiosity level

[14:38] Product knowledge is not as valued an asset as responsiveness

[16:12] We created an in house program because an off the shelf didn’t fit our needs

[19:24] Compensation is based on longevity sales vs quick hits

[21:27] The GPC Framework for solving a business problem

[23:44] Inbound activity also includes what is going on in between conversations

[25:52] Sales Manager concerns are basically these 2 things

[27:02] Your first people help you to figure out your go to market strategy

[30:40] Our specialization path for inbound marketing

[33:12] A BDR closes for time, a salesperson closes for money

[34:39] Baseline viability is a day of work without shadowing another employee

[37:50] Backwards planning uses 4 questions as a basis for your training program