Field Sales
topic on 5 shows · 8 statements across 7 episodes
the Neon Show 
the Official SaaStr Podcast 
How I Built This 
the a16z Podcast 
20VC
8 statements about Field Sales, every show
Vassell: Toast inside sales reps have the exact same ARR quotas as field reps
“The quotas are no different, by the way, like that, that inside rep is still going to produce the requisite amount of ARR. As a field rep, they're just going to do it across a different geography.”
Vassell: Distributed field sales requires software plus embedded payments unit economics
“There are other businesses that, or other verticals that don't have the density and that also don't have the unit economics. To get the payback that you need on a distributed workforce, right? We do because of the software plus embedded payments model, right? …”
Mathrubootham: Every PLG or inbound company eventually adds field sales
“Every company that started with PLG or inbound, at some point of time, you can see they will overlay a field sales motion.”
Indian B2B SaaS founders must embrace field sales over remote selling
“Do not be scared of building like field sales. Like a lot of people in the beginning told me that, you know, don't do field sales. And a lot of SaaS founders, by the way, hate field sales, right? Like they don't like it. SaaS is usually thought of as a clean b…”
A packaged food brand needs $500,000 in sales per field representative
“I think, you know, hiring a field team, first off, people are expensive, right? So each person maybe 70,000 dollars, right, in salary. And that's in, you know, that payroll, you have to basically sell half a million in order to get that 70 K contribution that …”
Porter notes inside sales outpaced field sales growth over five years.
“For the last five years, inside sales have been trending way faster than field.”
Bansal: Land-and-expand strategy requires inside sales for lands and field sales for expansions
“Depends on like, you know, if the model is only top down, you probably need only field sales. And you're selling into large enterprises, but if your model is this kind of a land and expand, you want to do the land through inside sales, and you want to do the l…”
Chinese enterprise software sales depend heavily on field sales and customization
“In China, you have to be very reliant on field sales. There's still the expectation that you would go see them in person, that you have to build trust that way. They still expect that you're going to do some level of customization for them, because they're jus…”