How to Design A Sales Process to 3x ARR in 11 Months

“is you hire somebody with experience in the industry speaking the language is so important especially early on and they were immediately able to find some success so they doubled the sales that the founder was doing just in the second month of them being there working inbound leads and really squeezing a lot more juice out of the orange than the founder was the founder had a lot of things on play like I said earlier this allows you to start refining the process and one thing you'll hear me say often is you don't hire salese to get out of sales you hire sales people to get”

“the way to closing deals so that you can identify the bottlenecks holding the team back from hitting their numbers and then you double down on fixing those bottom necks that's essentially what we're going to be doing so let's go into section two here I'm going to walk you through how to design your sales process it's a tool that I have called the sales process designer and one of the critical things here is that we have a visual representation of our sales process I'm going to share with you why that's important in a second um also I have a”

“busier the person who has more deals in the middle of the sales process now for some people it's heavier weighted on the front end for other folks it's heavier weighted on the back end sometimes it's a nice little bell curve so everyone's going to look a little different but it's important to have that awareness which leads me to the final thing here which is exit criteria this part is really important to get right with your salese we need to be following a well-defined objective like I talked about earlier uh sales exit”

“repeatable and you can rely on the first thing here is you're going to track all activities so things like dials these are before the deal happens I want to track all calls being made all emails being sent if you use LinkedIn as part of your prospecting we're tracking all the activities what are we doing here's another thing to write down the greatest predictor of future pipeline are today's activities it's just the reality you have to track them engaged how many people answered the phone how many people replied to an email replied to a”

“Early Stage B2B SaaS Company”

“Must Be Flexible”

“Takeaways Decide what deal stages match your buyers process. Organize all possible meetings into those stages. Define the criteria to move from one stage to the next. Hold your sales team accountable to the process.”

“Analyze all available information”