TennisandSales

Head Of Sales

Im taking away Solution Consultants

so one thing i have really liked in the past being in ENT sales is working with SC's. they have provided a ton of help setting up demos and being a true product expert. Ive been able to focus more on how the demo is going, what points I need to dive deeper into.

Now that the product im selling is less configurable and more straight forward, and a lower price point, i dont think there is a ton of value. I also want to be in more control of how fast we can schedule demos and not want to wait for other ppl.

The SCs support many different divisions in the company and many products, so getting time with them can be a challenge.

my goal here is to help make the sales process smoother, shorter and easier for the buyer.

we will see how it goes!

👑 Sales Strategy

📣 Demos

14 comments

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punishedlad

Tycoon

Business Development Team Lead

So are you saying that you're going to be getting rid of the position entirely at your org, or that you're just removing them from the sales process?

CuriousFox

WR Officer

🦊

Ooooh this is a fantastic question 👀🍿

TennisandSales

Politicker

Head Of Sales

Removing them from our sales process. And they won’t be eliminated 100% but the vast majority of deals should not involve them going forward

antiASKHOLE

Tycoon

Bravado's Resident Asshole

That makes sense to me too. Plus if it doesn't work, it's not like you can't revert. Keep us posted on this one.

Sunbunny31

Politicker

Sr Sales Executive 🐰

Interesting. We've been trying something to eliminate the requirement to have SC on every call by enabling reps to take on some early demo work if/when it makes sense. It's working well in MM, but not something I do at the strategic level.

Are you keeping SCs or just trying to tighten up the sales cycle by eliminating some processes that require SCs?

TennisandSales

Politicker

Head Of Sales

That’s really interesting. I’m not eliminating SCs all together. We will have ent level customers that will require a deeper technical demo. But that number should go down. So they will play a role still

Sunbunny31

Politicker

Sr Sales Executive 🐰

Yes. In my ent role, a large percentage of my accounts are strategic - the SC is invaluable. There never seem to be enough SCs, so being able to have smaller/mm deals handled without SC for every step has benefitted everyone as well.

Recommend adding an “ask an SC” channel on slack or teams. This will also help build up your FAQs for the team to leverage.

TennisandSales

Politicker

Head Of Sales

great idea! creating easy to use feedback loops has been a topic of conversation

detectivegibbles

Politicker

Sales Director

Sounds like the right move. No point in redundancy unless it's someone on your team helping drive value for customers.

How's the new gig going by the way?

ChumpChange

Politicker

Channel Manager

I typically don't engage the SE's until I've done a disco call with some technical documentation exchange. I found out fairly quickly that technical calls go off the rails if there's no prep work done.

Maximas

Tycoon

Senior Sales Executive

Good luck Tennis.

Apparently each thread about the new role is more promising than the one before it.

Keep updating us regularly with how things are going as so far I can tell based on your threads I keen on following that it's the job of your dreams!

CyclingAddict

Personal Narrative

AE (Account Executive)

Interesting...what's your ADS?

TennisandSales

Politicker

Head Of Sales

$25K

AnchorPoint

Politicker

Business Coach

The process should serve both you and your client/prospect... Always.

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TennisandSales

Im taking away Solution Consultants

14 comments

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