Creating a Startup Sales Organization


A video roundtable lead by Mark Suster from the blog Both Sides of the Table

Lesson Video: 

1. When & Whom should you hire? when is the right time to hire your first sales employee? junior vs. senior? brains vs. relationship? how can you evaluate a good sales person? how do you know one when you see them? 2. How much to compensate them? base bonus equity how to structure the comp plan 3. How do you get access to customers? getting past the assistant when to call is it OK to call an exec on his mobile phone how to handle intros 4. What is your sales process? call high or call low? how do you forecast? how do you do pipeline reviews? agile sales process? how should a VC do due diligence on sales operations? how much research should you do before a sales visit? 5. Telesales versus field sales? how do you know when it’s OK to have telesales versus people in the field should you have calls scripted for telesales? should you email before you call? 6. What tools do you use? Salesforce LinkedIn (we talked about some tricks we use in LinkedIn) Jigsaw Time codes: 07:00 What is Thompson’s Middleshift? 10:00 Selling eyeballs & selling audience 12:30 Making the money that you sell 14:18 Your first hire should be someone who’s hungry and willing to work. No VP’s 15:00 Hire somebody who will punch above their weight class 16:00 Determining a sales guy from a bad one 19:00 Never wanting to join a club that doesn’t want them as a member 20:15 Mark’s secret sales interview trick 23:00 Make sure to listen more than you talk 24:00 Selling a startup today. 27:30 Identifying your strengths and finding the path to ROI 29:30 What is a CPM buy? 36:00 Sales people only care about money 38:00 Cashflow isn’t high…what’s the answer? 41:00 Suster: Paying a little upfront and then withholding until they get paid 42:00 The simpler the comp plan, the easier it is to see the shenanigans 44:00 The problem with the “waterfall method” 45:00 Sales people don’t want to be locked in an office 47:00 Group pipeline calls and how effective they are 51:00 One more tip from Suster on the sales world 53:00 Moneytip: Call early or call late to skip the secretary 58:00 Vince Thompson’s book, “Ignited” 64:04 Using LinkedIn to get ahead 66:00 Suster tells Jason Calacanis that Mo should get a lunch expense account 73:00 Staying on top of who is in the sales pipeline 76:00 Mark: “Don’t hire sales people too quickly, don’t hire senior people. Be smart, think quickly.”

Lesson Duration: 
1 hour 18 min