The Official SaaStr Podcast: SaaS | Founders | Investors SaaStr 782: How to Train Your Sales Leaders: Key Learnings from HubSpot and BILL with Michelle Benfer
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Dec 20, 2024 Michelle Benfer, former Head of Revenue at BILL and a leader at HubSpot, shares her vast experience in training top-notch sales leaders. She emphasizes the crucial role of frontline managers in driving sales success and the importance of ongoing training and effective communication. The discussion also covers innovative hiring strategies, the value of fresh perspectives, and adapting sales techniques for different customer segments. Plus, insights on navigating sales compensation provide listeners with valuable guidance for their careers.
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Importance of Frontline Managers
- Frontline sales managers are crucial for executing tactics and achieving company goals.
- Their impact extends beyond immediate team performance, affecting hiring, customer insights, process improvement, and culture.
CFOs and Purchase Decisions
- In early 2022, frontline managers at HubSpot and Bill noticed a shift in customer behavior due to economic changes.
- CFOs became key stakeholders in purchase decisions, signaling a need to adapt sales strategies.
Building a World-Class Team
- Invest in consistent learning, measurement, and culture-building for frontline sales managers.
- Establish clear expectations, repeatable frameworks, and a coaching culture to empower managers.