SaaSy Talk Unfiltered: The Power of Building a Strong Sales Team
Insights from Matt Green of Sales Assembly
S01.E01
Building a successful sales team is a crucial aspect of any business, especially for early-stage startups. However, many founders make the mistake of assuming that hiring individuals from big companies or well-known organizations will automatically lead to success. In a recent conversation with Matt Green, co-founder of Sales Assembly, we explored the importance of finding the right people, creating a strong sales playbook, and the challenges of scaling and onboarding new team members. Matt, an introvert himself, shared his insights on how he navigated the sales world and excelled in an industry often associated with extroverts.
Finding the Right People
According to Matt, the success of a sales team starts with finding the right people. He emphasized that founders often make the mistake of assuming that individuals with experience at big companies will automatically translate into success for their own organization. However, Matt believes that it is crucial to focus on hiring individuals who align with the company's values and have the necessary skills, rather than solely relying on their previous experience. He stated, "If it's not a fuck yes, it's a fuck no. Unless you are fully convinced that this person is the perfect fit, it's better to say no and wait for the right candidate."
Creating a Strong Sales Playbook
A well-designed sales playbook is essential for the success of a sales team. Matt highlighted the importance of defining the sales process and methodology, as well as the fundamentals of the sales process. He mentioned that a sales playbook should cover everything from lead qualification to communication strategies with prospects. Matt also emphasized the need for consistency and alignment towards a mission within the organization. He shared the example of Southwest Airlines, where every employee, regardless of their role, can clearly articulate the company's mission. Matt believes that keeping the mission and values visible and highlighting individuals who exemplify those values can help create a strong company culture.
Challenges of Scaling and Onboarding
As a company grows, scaling the sales team and onboarding new members can be challenging. Matt acknowledged that many organizations struggle with maintaining consistency and alignment as they bring on new hires. He stressed the importance of providing consistent training and development opportunities for all team members, regardless of their role. Matt mentioned that Sales Assembly is transitioning from training for job titles to training for skills, such as storytelling and negotiation. This shift will allow them to provide more impactful and comprehensive training to their clients.
Implications and Future Outlook
The insights shared by Matt Green have significant implications for founders and sales leaders. By focusing on finding the right people, creating a strong sales playbook, and prioritizing consistent training and development, organizations can build effective and sustainable sales teams. The emphasis on values, mission, and company culture can also contribute to the long-term success of the organization. As the sales landscape continues to evolve, it is crucial for leaders to adapt and prioritize the development of their sales teams.
In conclusion, building a strong sales team is a critical aspect of business success. By finding the right people, creating a comprehensive sales playbook, and prioritizing consistent training and development, organizations can navigate the challenges of scaling and onboarding new team members. The insights shared by Matt Green provide valuable guidance for founders and sales leaders looking to build and grow their sales teams. As the sales industry continues to evolve, it is essential to adapt and prioritize the development of sales skills and the cultivation of a strong company culture.
Subscribe to Ricky and Sean’s channel: https://substack.com/@saasytalkunfiltered
