Designing a Sales Team for Scale

Eric Baum, Founder and CEO of Bluleadz, joins the podcast to share the makeup of his team’s sales org, including the roles, responsibilities, comp plans, and performance benchmarks for his SDRs and AEs. We talk about each team's focus areas, the handoff criteria and qualification thresholds for prospects, the places in which he builds for scale, and how he thinks about the sales team’s role in fielding inbound leads vs. more outbound prospecting. We even get into the role of his customer success org—and where and how they fit into the org’s efforts in cross-selling and upselling. We wrap with a pandemic-driven experiment where Bluleadz offered sales development as a service—with a team of SDRs dedicated to offering outsourced prospecting for his clients. Eric shares the genesis of the idea and how the team came to be before digging into the logistics: how the parameters of the service were defined, how he qualified fits amongst his client base, and how Bluleadz balanced both recurring and performance-based fees for the service.