Sales Coach

Sales Coaching

A founder of a Software-as-a-Service company asked me to work with him and his sales team to better prepare them for discovery calls and sales pitches as they ramped up their Go-to-Market efforts.

Standing up the sales organization is very hard. For founders I work with I wrote out a 3 part series on hiring, onboarding, and evolving your first sales reps.

You can find this 3 part series on my Substack here:

Problem & Solution 🤝

The founder was having the following challenges:

Prospect awareness of the pain he was trying to solve

Sales reps early in their career that didn't know how to run a sales process from start to finish

Sales reps that never really experienced the "controlled chaos" of a startup

Goals/Requirements: • Mock discovery calls with the founder and each sales rep one at a time • Assist with building the sales playbook from scratch • Weekly 1:1 meetings with the sales reps and availability to join prospect calls

Process 🛣

Recurring weekly calls between myself and the founder

Recurring weekly calls between myself and the sales reps

Document of the sales playbook

Results 🎁

After a few months of discovery it was clear that the core challenge was identifying the pain of clients and relating it to the solution the company was building. The founder ended up pivoting the business and repurposing sales reps towards that more clear pain.

Takeaways 📣

Many founders want to move super fast but it's important to have the patience to go slow to then move super fast. Understanding the pain you're trying to solve is key to hiring and building out a successful sales team.