Blog

The Science of New SaaS Salesperson Onboarding: Breaking the Process Down Into 4 Key Phases

Having a streamlined, structured onboarding process for new SaaS salespeople can have a dramatic impact on both productivity and retention. To quantify, businesses with effective sales onboarding see a 6.7% improvement in quota attainment and 50% higher new rep retention.  Not bad!  But how exactly do you accomplish this? And what are the exact steps […]

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Published on May 4, 2021

How to Manage a SaaS Sales Team That’s 100% Remote

Prior to COVID, 17% of US SaaS sales reps worked from home five or more days per week. After COVID that number more than doubled to 44%.  While a portion of salespeople are transitioning back into the physical workplace, managing reps remotely has become the new norm for many SaaS companies. In fact, many now […]

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Published on Apr 26, 2021

5 Sales Management Systems to Keep Your SaaS Sales Team on the Same Page

Successfully coordinating a SaaS sales team is easier said than done.  Your salespeople may be working on different projects, using different software and apps, or interacting with leads at different stages of the sales funnel. And with a growing number of salespeople working remotely, it’s become more challenging than ever.  If left unchecked, this can […]

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Published on Apr 19, 2021

Average SaaS Salespeople Ask Leads 6 or Less Questions. Top Performers Ask 11-14: Why Discovery Call Questions Are Essential

In a previous post, I mentioned that 88% of today’s leads are only willing to buy when they see the salesperson as a trusted advisor. I also pointed out that hyper-aggressive sales tactics often turn leads off and can be potential deal-breakers.  One of the best ways to assume the role of trusted advisor is […]

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Published on Apr 12, 2021

Track the Most Important Aspects of Your SaaS Sales Team’s Performance with These Essential KPIs

Data is power in the SaaS sales world. It’s really that simple.  “High performing sales teams (the top 24% of more than 2,900 sales professionals surveyed) are 1.5x more likely to base forecasts on data-driven insights,” explains Tiffani Bova of Salesforce. On the other hand, low performing sales teams are 1.7x more likely to base […]

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Published on Apr 5, 2021

How to Build a Winning Saas Sales Team Step-By-Step

Seldom does a winning SaaS sales team come together on its own. A study by the Harvard Business Review found that half of high-performing companies had sales processes that were “closely monitored, strictly enforced, or automated.” On other hand, 48% of underperforming companies had sales structures that were either nonexistent or informal.  One of, if […]

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Published on Mar 19, 2021

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