The Twenty Minute VC (20VC): Venture Capital | Startup Funding | The Pitch 20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp
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Aug 2, 2023 Lori Jimenez, Chief Revenue Officer at WorkRamp, shares her impressive 25-year journey through tech giants like Google and Facebook. She emphasizes the importance of founders crafting the initial sales playbook and discusses when to hire the first sales rep, advocating for junior talent over senior. Lori reveals her streamlined hiring process, key interview questions, and highlights the significance of building a strong team culture. She also underscores the evolution of sales strategies in a digital age, focusing on genuine communication and adaptability.
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Early Sales Experience
- Lori Jimenez discovered sales at 15, working at retail stores.
- This experience taught her the energy of working with customers and sparked her interest in sales.
Sales Playbook as a GPS
- Think of a sales playbook as a GPS or guide, not a rigid script.
- It should provide successful motions for each sales stage but allow for flexibility and creativity.
Founders Create the Playbook
- Founders should create the initial sales playbook due to their deep understanding of the product and customer needs.
- This allows for quick pivoting based on customer feedback and product development.