In this episode Taylor asks Flaviu about his experience scaling a sales team in his last Software-as-a-Service (SaaS) company. Then Flaviu and Taylor deep dive on what it takes to scale a sales process successfully, and share some tips they’ve learned the hard way.

Transitioning from founder-led sales to building a sales team [00:00:14] Flaviu Simihaian shares his experience of transitioning from being the primary salesperson to building and managing a sales team.

Learning perseverance in sales [00:02:50] Flaviu talks about his experience of persevering in sales, including going to conferences and optimizing the conference sales process.

Hiring the first salesperson [00:04:18] Flaviu shares the story of how he hired his first salesperson, including negotiating discounts on conferences and offering a trial period.

Importance of mentality in sales [00:06:25] Flaviu emphasizes the importance of having the right mentality in sales and optimizing the sales process to help salespeople be successful.

Salesperson vs Founder [00:07:09] The difference between a founder's involvement in small and large deals and the value of hiring good salespeople.

Hiring Salespeople [00:08:03] Mistakes made when hiring salespeople, including paying salaries instead of commission and hiring based on culture fit.

Managing Salespeople [00:09:39] Challenges in managing salespeople, including promoting top salespeople to managers and organizing and incentivizing them.

Traits of Top Salespeople [00:11:47] The mental toughness and perseverance that separates top salespeople from average ones.

Different Types of Sales [00:12:38] The differences between selling small and large accounts and the different types of sales in various industries.

Sales Process [00:14:07] The importance of identifying pain points in the sales process and using a structured approach, such as the Sandler method.

Identifying Pain Points [00:15:05] Importance of identifying pain points in the sales process and making the customer feel the pain.

Sandler Method [00:17:40] Discussion of the Sandler method, including rapport building and pre-commitments.

Asking for Sale [00:18:15] Importance of asking for the sale and understanding under what conditions the customer would buy.

Trials [00:19:35] Discussion of the drawbacks of offering trials and the importance of understanding the customer's pain points.

Sales process and psychology [00:22:25] Discussion on the importance of the sales process and how psychology plays a role in the decision-making process of customers.

Responsibility for sales revenue [00:23:08] Flaviu's responsibility for sales revenue and the challenges of hiring salespeople for larger deals.

Founder involvement in sales [00:23:58] The role of founders in sales and whether their involvement is necessary for closing deals.

Conversion rate and sales process improvement [00:24:45] The fluctuation of conversion rates over time and the importance of improving the sales process through role-playing and call reviews.

Group call reviews and sales culture [00:27:09] The effectiveness of group call reviews for providing feedback and improving the sales process, and the competitive nature of sales culture.

First sales hire recommendation [00:28:39] The importance of founders selling themselves first and hiring energetic, inexperienced salespeople to create a sales process.

Building a Sales Team [00:00:00] Flaviu shares his experience of transitioning from being the primary salesperson to building and managing a sales team.

Optimizing the Sales Process [00:15:00] Flaviu talks about the importance of optimizing the sales process and creating a system that can be followed by anyone, regardless of experience.