Statistically Only One In Three Sales Reps Actually Succeeds
Richard Harris · Gainsight Paid Him $10k+ To Figure Out Sales in 2013, What He Recommends Now · May 8, 2021 · at 19:15
SaaS sales advisor Richard Harris addresses sales rep turnover rates in response to Nathan Latka asking about sales churn.
0:00 / 0:04exact quote · 4.5s
720p mp4 · rendered on demand · StarZero watermark
“Statistically, I see about one in three reps actually making it on a regular basis.”
quote is from the automated transcript, cleaned for reading: filler sounds and stutters are removed, nothing is rephrased. names can be misheard (the analysis reads context, assessments check outside sources). how →
More from Richard Harris
Big-Company Sales VPs Frequently Fail As First Startup Sales Hires
“If I go see people hire VPs of sales from places like Oracle, Or some other big company as their first rep, the biggest challenge, the biggest reason they don't work out is because they haven't actually built something from the bottom up. They haven't built th…”
Startups Must Hire Natural Closers Before Building Formal Sales Processes
“So what I think the key piece is bringing on that closer first. You need to bring in the closer who knows how to do it without the process being built.”
Founders Should Delay Formalizing Sales Processes Until Rep Two Or Three
“Yeah, you do want a sales process, but not super early on, not with your first, second, or third rep. Maybe by the time you get to your second or third, you start to figure out what your first process is. And even then I call it a process hypothesis because it…”
Customer Success Teams Inherit False Beliefs That Selling Is Inherently Bad
“Part of the challenge with customer success is they've been fault, been fed a false belief system that sales is bad.”
Startup Sales Lack Universal Playbooks During The First Two Years
“Everything's an experiment the first two years in sales, right? There is no, here's the playbook for everybody.”
Founders Must Personally Lead Early Sales To Understand Their Motions
“1000% founders need to do the first part of sales. I don't know if it needs to be a number, like a million, like it depends on sort of what the, you know, they need to do it so they can understand the motion at the early stage, right? It's the pre series a or …”