8 Top Takeaways from Lenny Rachintsky + Jason Lemkin on “Building a World-Class Sales Org”
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Scaling Sales: Top Takeaways
Recently, Lenny Rachintsky had me on his podcast to discuss scaling sales from the perspective of a founder who hasn’t traditionally been involved in sales. The episode was well-received and provided a fresh take on many topics that are often discussed in the SaaStr community. Here are some key takeaways from our conversation:
#1. Hire your first salesperson strategically
It’s important to hire your first salesperson after closing the first 10 customers and spending more than 20% of your time on sales. Look for individuals who you would personally buy your product from, rather than solely focusing on impressive resumes or acronyms.
#2. Timing is crucial when hiring a VP of Sales
Instead of rushing to hire a VP early on, wait until you have established a repeatable sales process and seen success with initial sales reps hitting quota. A VP of Sales can help you scale from a small team to a larger sales force.
#3. Ensure your VP of Sales is focused on selling
It’s essential to hire a VP of Sales who is passionate about selling, rather than just managing. This can be a common issue when hiring for this role, so be mindful of finding someone who is eager to sell.
#4. Celebrate your sales team’s success
If your sales team is making substantial money, it’s a positive sign of your company’s growth and success. Encourage and support your top sales reps, as their earnings reflect the overall value of the business.
#5. Align sales and product development
Involving sales in product development can help align customer needs with the product roadmap. Regular meetings between the VP of Sales and the VP of Product can ensure priorities are aligned and prevent last-minute disruptions.
#6. Building a sales org requires a unique approach
Unlike building a product team, there are no efficiencies in building a sales org. This means that a significant portion of your headcount will be in sales as your revenue grows. Follow the “rule of eights” to scale your sales org effectively.
#7. Play the long game in sales
Don’t expect to close deals quickly. Focus on advancing the sales process incrementally and be patient with the longer sales cycles. The best salespeople don’t rush to close deals; they strategize and build relationships that lead to successful outcomes.
For a detailed discussion on these takeaways, you can listen to the full podcast episode here.
