Building A SaaS Sales Team That Gets Results

Published on Jun 18, 2019

Cloud computing is the future. There’s no denying the efficiency it has introduced in key industries across the globe. Particularly, the software as a service (SaaS) industry has been instrumental in driving this global change, with 83% of the enterprise workload expected to be in the cloud by 2020.

However, as any SaaS company would likely tell you—selling their product isn’t easy. Increasing competition in this space means SaaS providers need more than just a good product to be considered successful. They need an effective sales team. In this post, we’ll provide tips on building a SaaS sales team that gets results.

If you prefer to speak directly with a SaaS sales recruiting and training expert, set up a consultation with HireDNA today. Contact Us

Define A Sales Strategy

If you believe a leader in SaaS like Slack, achieved a multi-billion-dollar valuation based solely on their product, then you are wrong. According to a Harvard Business Review study, about 50 percent of high-performing sales teams have proper sales processes in place for their teams to follow.

In the cut-throat SaaS industry, it’s important to have the right direction when hiring sales reps. A plan that provides direction and facilitates growth is necessary. A functioning sales team requires adequate policies and procedures in place to run like a well-oiled machine.

Understand Your Sales Cycle

From attracting prospects to closing deals, the sales cycle is unique for every industry. Sales teams need to acquaint themselves with the customer journey as well as the organizational sales cycle to be able to sell more efficiently.

Part of this process is to understand whether you’re selling a high touch product or a low touch product. The type of product has a definite impact on your sales cycle, subsequently altering your sales technique.

For example, a low touch SaaS product is more or less of a self-service. Prospects typically sign up for products through the website, and your sales department does the rest.

In stark contrast, high touch SaaS products require dedicated pursuit of high-quality prospects, and a unique sales approach.

HireDNA offers comprehensive sales cycle evaluations and assessments to help you identify opportunities for growth and train your sales reps to meet your goals. Learn More.

Identify Your Target Audience

Sales is all about understanding the needs of your customers, and the value you bring to them. You should diligently research the market and conduct competitor research to ascertain your target audience and determine the demographic that best suits your product.

Here are some questions to ask when identifying your target audience:

  • What are the problems that your SaaS product aims to solve?
  • Have you determined the group that actively seeks the solution to these problems?
  • Have you identified the main platforms where you expect to drive the majority of your leads?

Extensive audience research provides SaaS companies the data they require to equip their salespeople with the right information to sell more efficiently. 

Bridge The Sales And Marketing Gap

SaaS consumers are generally well-informed and enter the conversion funnel with a predefined intent in mind. When dealing with such a sophisticated product and customer, marketing and sales teams need to function as a cohesive unit.

In essence, marketing drives your sales team. They are responsible for capturing leads and are also responsible for helping to nurture them before they are passed forward as SQLs (sales qualified leads) to the sales team.

Inefficient communication between the two departments inevitably hinders the potential of the sales team. If the two departments are misaligned, sales representatives will have difficulty convincing prospects to buy your SaaS solution.

Aligning the objectives of the departments before beginning on prospect outreach efforts can have long-lasting benefits for the future of your SaaS sales team.

Hiring The Right SaaS Sales Reps

In this highly competitive space, you need to find sales rock stars with the right set of skills. Your reps should have exceptional product knowledge and the ability to connect the product as a solution to a prospect’s problems / goals. Here are a few things to look for in the best SaaS sales reps:

  • Tech-Savvy. While your reps don’t need have support-level technical skills, they should be fluent in the tech space. They should have the proficiency to understand your product and speak about its features knowledgably.
  • Long-Term Client Relationships. Many SaaS companies operate on a subscription basis. To that end, it’s important that your reps understand the nature of long-term B2B relationships. They should be able to identify the potential for long-term relationships in a given lead and should have the ability to nurture those relationships.
  • Solid Track Record.Nothing speaks louder about a rep’s ability to sell than a proven record of success. While startups often seek out younger talent as a way to save on costs, it’s still important to look for some kind of experience.
  • Strong Profiling Ability. A strong SaaS sales rep will be able to adequately profile the targeted customer and adjust their strategy to improve the sales process. If your rep chases undesirable leads, this wastes the company’s time and money.

HireDNA provides comprehensive candidate assessments that assess 21 core selling competencies. We have a successful placement rate of 80%! Learn more.

Build Your Winning Sales Team

Building a successful SaaS sales team on your own can be a challenge. HireDNA is here to help, offering leading technical sales recruiting and training services to build and improve your sales force. From screening, recruiting, and hiring top sales candidates to training and equipping your team for success, we are your partner throughout the sales development process.

Why Choose Us?

  • 20 years of invaluable experience
  • 80% of our sales talent search ends in a successful hire
  • 79% candidate retention
  • 50% faster new hire ramp-up
  • 92% of our recommended and hired candidates reach the top half of the sales force within 12 months
  • Our partners have experienced 25% top-line revenue growth

Ready to equip your SaaS sales team with industry-leading expertise? Get in touch today.

Contact Us

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