I_cant_read

Ent. AE

First sales rep hire- building out a repeatable process

Hey ya'll,

Hired as the first sales rep at a start up. I'll be responsible for designing playbooks around prospecting, messaging, personas, running POCs etc.

Is there anything you all have found to be effective in similar situations? LET THE CIRCLE JERK BEGIN

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9 comments

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Ozz

Politicker

Account Executive

I'm in a similar role right now - something I would have done different is make sure you that you document everything.

I_cant_read

Catalyst

Ent. AE

How so? Did they mislead you?

Ozz

Politicker

Account Executive

I'm talking about sales processes and stuff - I didn't document them and we're having issues on training and scaling the team. No, they didn't mislead me on anything.

UserNotFound

Politicker

Account Executive

I'm in a similar role currently as well... I hate it. Lol. My company is small and doesn't have any repeatable processes and ownership isn't open to the idea that things could be done differently.

I've developed what I'm calling a 'playbook' and taking notes on EVERYTHING and will eventually format into an education piece broken out by product, process, Q&A, etc. However- since I'm currently in the thick of it... I'd also love to hear from people who have been through it and come out alive on the other side!

CaneWolf

Politicker

Call me what you want, just sign the damn contract

How responsible are you for doing all of this at once? Can you focus on one thing at a time? Because if you can do prospecting/messaging, then running demos/POCs, the personas, etc., you're going to be way better off.

And you should be selfish about this. Do what's gonna benefit you in the short term. Don't try to make playbooks for everyone that will make you unhappy to follow.

IanJ

Executive

Enterprise Business Development

Focus on doing your sales job. Document what you do, why you did it and what happened.
Iterate on those steps.

Keys to remember, regularly update your ICP based on results, same with persona, messaging, cadences, competitor intel.

It's really easy to get distracted or bogged down by getting involved with the work of marketing and product.
While it's important that you are aligned and using a common language, your priority is to sell and define what works related to selling.

Just think, what would have made my life easier if the company had it before I joined.

SaaSJitsu

Personal Narrative

Enterprise Account Executive

Would love any insights on this topic as well. The company I recently started at (45 FTE, series A) seems to have built a decent groundswell, but will be going through a rebrand in September. So prospecting/driving new business while documenting best practices prior to the company doubling down on their new identity.

CuriousFox

WR Officer

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I_cant_read

First sales rep hire- building out a repeatable process

9 comments

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