Terms used in the charts:
MQL: Marketing qualification lead: It is a lead generated by marketing from a campaign. A paper or similar has been downloaded. He is underqualified.
SQL: Sales qualification lead: It is a lead that is predisposed to be a customer, so it is the sales team that will be in charge of following up on it.
MDR: Marketing Development Representative: Marketing technician. In charge of payment campaigns, content, SEO positioning,...
SDR: Sales Development Representative: Hunter. It is dedicated to capturing leads directly (outbound). It is usually a junior profile.
AE: Account Executive: Its function is to "close" the leads generated by the MDR and SDR. It is usually a Senior profile.
ONB: Onboarding: Process that occurs when a client is generated.
CSM: Customer Success Manager: Responsible for customer success. Its function is to ensure customer happiness and look for growth opportunities (up-cross selling)
ACV: Annual Contract Value.
Below we show examples of the "traditional" organization of teams based on the amount of the ticket and how we propose a more optimized organization to build a true sales machine.
At a minimum, we always recommend starting with an SDR that provides qualified leads to convert as quickly as possible, so starting with an OUTBOUND strategy will be essential to building everything else around it.
Selection process
The interviews must follow the same process in order to evaluate the candidates with objective analysis.
Take these questions as a reference and select the ones that best fit the type of seller profile you are looking for:
https://docs.google.com/spreadsheets/d/1X2HCiIzT_SjwcaoGtXB9bBVpCB1zOTe2dGtcQjNcE1E/edit?usp=sharing
Hiring
Hiring sales people is an art in yourself and you must attract the best. Developing good profile cards to publish will make it possible.
Take ours as a reference to make yours. Add creativity and stay off the beaten track as much as possible.
JobTemplate:
https://docs.google.com/document/d/1cpetULLGNq0iysc0JxsHHedLOUYR4NTZ0SvS0njyBSk/edit?usp=sharing
TitleSalary
Paying your vendors is often no easy task.
Our recommendation is that they have to CHARGE A LOT. That will mean that they SELL A LOT, so don't skimp on variables.
Below we show you two examples, one with a fixed + variable salary and the other with only a variable salary (recommended) so that you can have ideas to develop your own plan.
Compensation Plan Template:
https://docs.google.com/spreadsheets/d/1JHs_IyxzHQpC4-HYNjLhMi-A0RlsXV3_X7LvGWOaBwA/edit?usp=sharing