- Hi there, I'm Dan Martell, serial entrepreneur,
investor and creator of SaaS Academy and in this video
I'm gonna teach you how to hire an incredible salesperson for
your SaaS company and have them hit the ground running and
be sure to stay to the end where
I share an exclusive resource that you
can download to build out your sales system.
(upbeat music)
When you're hiring a salesperson for a SaaS company,
these five characteristics are super important to get it right.
The first thing you need to look for is somebody
who's dedicated to prospecting.
Yes, I know over time you're gonna have
your own lead gen process.
You're gonna have ways to generate qualified leads for
your salespeople so hopefully they're only spending most of
their week doing demos but in the early days you only have one
person and their job is to beat the bush
and find the opportunities.
So having somebody that is okay with doing outbound emailing,
outbound cold calls, prospecting going to events,
trying to see opportunities.
That is something that you're gonna wanna test for and ask for
in your early interviews.
Number two, have them define and follow a strict sales process.
So when you start off, you're doing everything.
You're probably didn't write anything down so after you
cross-train them, have them
start creating those checklists, those processes.
Make sure that they write out their scripts for their
phone calls, the templates for their emails and they're gonna
continue refining that process so that if they see
opportunities to tweak it, they can but they've got to continue
following that strict system.
The third thing you wanna look for is somebody that is
excellent at social researching.
This means essentially being really good at creeping on the
prospects via Twitter, LinkedIn,
Facebook and trying to find
opportunities to build rapport or commonality
or other kind of needs expressed to on a blog comment
or whatever but being a social researcher in today's world,
especially in sales, is absolutely important to really
make sure that the pipeline and the conversations move forward.
The fourth thing is they need to be curious
about the customer's problems.
There's nothing worse than having somebody that you're
talking to from a customer's point of view and just feel like
all they care about is selling me their thing and they never
once ask about my needs and my situation and my goals and
I think that just inherently a great salesperson
is gonna have that characteristic.
Number five, they add value to every interaction.
This is the most important one.
As you probably know, most sales happen in the follow-up.
So as they're reaching out to a customer,
as they're having conversation,
maybe they're chatting with them.
They're always saying, "Hey, I had a chance to review my
"proposal," or, "Talked to your team but also did you see this
"thing that might add value to your life because in the last
"call you mentioned X."
And that to me is the most
important characteristic of a great salesperson.
Number six, they leverage micro moments.
The whole point of sales is being efficient.
And as you're prospecting, as you're talking to customers,
as you're doing demos you're gonna have these little seven
minute windows of opportunity to jump in there,
look at your pipeline and respond to emails,
respond to prospect opportunities and I think that
the best salespeople I've ever met they're just really good at
managing those micro moments.
To quickly recap, number one,
they are dedicated to prospecting.
Number two, they define and follow a strict sales process.
Number three, they are social researchers.
Four, they're curious about the customer's needs.
Five, they add value to every interaction.
And six, they can leverage those
micro moments like nobody's business.
As I mentioned, I want to leave you with a gift.
This is the follow-up formula process.
The link is below where you can download not only the training
video but also my worksheet so you can define the content and
the timing sequence to have all your salespeople follow the
exact same process.
If you liked this video, be sure to click the like button below,
share with your friends and be sure to subscribe.
As per usual, I want to challenge you to live a bigger
life and a bigger business and I'll see you in the next video.
Oh, I got to do that again
'cause I got to put it all together.