Sales Management
topic on 3 shows · 4 statements across 3 episodes
In Depth 
the Official SaaStr Podcast 
20VC
4 statements about Sales Management, every show
Technical founders should hire a senior sales leader before individual reps
“If you don't have experience managing salespeople, try not to learn as on the job for the first time there. If you can, you know, you have the money and ability to recruit a senior person, do that because you're de-risking your learning and a lot of things tha…”
Kellogg: Pressuring reps into higher commits ruins sales forecasting accuracy
“Some sales managers use the forecast as a club to kind of push the reps around. Like if I could just in a moment of week is get you commit to one 20, then I can hold it against you for the rest of the quarter. First, I don't think that's great sales management…”
Stanimiroff: Scaling sales is bottlenecked by finding management, not reps
“Once you start scaling, one of the biggest bottlenecks that you have in your team is not your ability necessarily to hire salespeople, which is actually very hard, but more importantly to hire decent sales management.”
Stanimiroff: Hierarchical burndowns pinpoint sales target slippage to individual deals
“Should you actually start sleeping behind goal and the lines start opening up, you can easily, within a few clicks, track it to a regional office, To a smaller team within the office, to an individual and to a deal, which makes it super actionable in terms of …”