Salesloft replaced its hunter-farmer sales structure with a hunter-hunter model
Steve Goldberg · Steve Goldberg: Core Questions All CFOs Ask Today When Buying | E1094 · 20VC with Harry Stebbings · Dec 13, 2023 · at 26:33
Steve Goldberg is the Chief Revenue Officer at Salesloft. He explains how Salesloft restructured its commercial sales organization to prevent customer downgrades during a market downturn.
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“So we shifted to a hunter-hunter model. And we shifted our process, and we basically told our account managers, essentially, that everyone's, we had to change the profile of a salesperson, of an AM, to a hunter. And everybody had an interview for their role, and we opened it up to the outside, and their job, and we took the renewal away from the AM, we moved it to a renewal manager in CS. We now call them an account executive who owns new logos. Three months, they all own it. Maybe a couple they can keep. Then right away, they pass it over to a client account exec whose job is to build relationships across the organization to sell, find new use cases that they can sell into. Not just hang out with the same people. So we went through this whole process change this year because the old, old way was not working.”
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