- Rolls.
When I think of Rolls, I think of 50 Cent song, like
Ridin around in my Escalade
Ridin on blades
I don't know where I get that.
Oh, I wanna hear that song now.
Did you ever, did ...
Yeah, I'm gonna go play it.
(upbeat music)
- The three activities of a SaaS Sales Process.
In today's video, I'm gonna share with you
how to avoid the frustration of hiring
a salesperson that isn't performing
or maybe you're doing $10,000 to $25,000 in MRR
in your SaaS business, and you wanna scale it up
so you're thinking of hiring salespeople
or you're doing most of the sales yourself
and you're like when is the right time for me
to bring somebody else on to this process
to help me get more bandwidth.
You know, I've been fortunate enough to
coach and help scale many of my clients' SaaS businesses.
I've done it for my own companies,
and there's definitely three specific areas
that you need to get right to do this in an efficient way
or you end up spending a lot of money.
I mean, at the end of the day,
people is probably the most expensive line item
on your balance sheet.
And understanding how to get them productive
and executing and get you new customers
is gonna be the number one key to making this all work.
So the first activity is Sourcing.
How do you build a process that,
in a repeatable, predictable way,
gets you new leads?
New marketing leads, new qualified leads,
some people call these MQLs, marketing qualified leads.
Some companies call this their SDRs,
your sales development reps,
but sometimes it's outbound calls,
or it's inbound processing from leads
that come through your website.
But it's the demand gen activity.
So I call that Sourcing, 'cause there's a whole bucket
of just sourcing activities that need to go on
to make sure that you get qualified leads
to kick off to the second activity in the process,
which is Closing.
Alright, so number two is Closing.
If you've got a sales flow in your business,
then you've got closers.
You've got people that are able to do demos,
to discover the customers' needs,
to deliver solutions to those needs,
to ask for the sale.
Many entrepreneurs are doing this process themselves,
and they don't have somebody sourcing,
and this is where I think there's a real opportunity
for you to bring that person in.
At the end of the video, I'm gonna share with you
how to consider the right timing
for bringing somebody in to augment
that specific activity.
So, in the Closing step, some people call them
sales execs, account execs, sales people,
some people are tricky and they call them
customer something people, that literally they're...
You know, if they manage a quota,
they're quota carrying people,
then they're sales people,
and it's all about the closing activity.
The third big bucket is about Developing.
You know, I think this is a huge opportunity
especially if you start to get on year two of your product,
you get close to year three.
You have customers, they've experienced value,
and this is your opportunity to really
develop the account, right?
Or create new, what's called expansion revenue
for your SaaS business.
So this could be done through
a functioner role called customer success.
But they're also accountable for growing the account.
That's why I call it a Developing role.
So, those three play into each other.
One is Sourcing, two is Closing and three is Developing.
Now, here's the tip,
If you wanna understand when's
the right time to bring somebody in,
it's whenever the person's primary role
is taken over by 20% activities that is the other step.
So, if I'm just doing sales,
and I notice that 20% of my time
is qualifying and sourcing leads,
then that's a great opportunity for the founder to say,
You know what, maybe it's time we hire
somebody to take over that part.
Or, if you're a salesperson and you're also
doing a lot of customer success and expanding,
and renewals are coming up and you're trying to
kind of expand and grow that account,
the developing activity,
then maybe it's time to hire somebody
to just lead and manage customer success in your business.
But it's the 20% rule applied to each different activity.
That's what I have for you.
So if you wanna grow your business,
make sure you focus on Sourcing, Closing and Developing
your accounts.
As per usual, I want to challenge you to
live a bigger life, and a bigger business,
and I'll see you next week.
If you liked this video,
be sure to subscribe to my channel
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And if you wanna keep going,
I've got two other videos queued up
ready for you to go.
I'll see you next week.