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11 Sales Team Structures: Types and How To Choose

Every sales team is a proprietary blend of sales team structure models. These models are designed to best serve the organization, product, sales cycle, and industry. 

In this blog, we’re exploring eleven distinct sales team structure models. We’re also sharing the insights we’ve gathered from working with thousands of companies to build and grow their sales teams. You’ll find everything you need to know to get familiar with high-performance sales team structure models to align your team with your goals. 

5 Key Factors to Consider When Deciding Which of the Sales Organizational Structures Is Right for Your Sales Team 

  1. Industry: We have seen some startups find success with inside sales while others lean towards outside sales. Tailor your sales approach to the unique demands of your industry. 
  2. Budget: Your budget directly impacts the size of your sales team and the resources available to them. Understand your financial constraints and work your sales team structure around them.
  3. Company Size: Adjust the complexity of your sales organizational structures to make the most efficient use of your sales team. Smaller organizations may benefit from simpler structures. Larger organizations might require more specialized structures.
  4. Sales Goals: B2B companies should remember that their specific sales goals and target audiences will require unique sales strategies and team structures. Choose the structure that will make achieving your goals as effortless as possible. 
  5. Organizational Structure: Evaluate how your sales team integrates into the overall organizational framework and existing hierarchies. 

11 Different Types of Sales Team Organizational Structure Models

#1 Island Sales Team Structures

In industries where a high level of intimacy and familiarity would benefit each customer, the island sales team’s organizational structure provides dedicated attention and a strong sense of accountability. 

In this sales team structure, each sales representative takes on the entire sales process for each client — from prospecting to closing, onboarding, and beyond. What the island sales team structure lacks in collaboration, it makes up for in creativity. Flexibility and motivational autonomy are also features of the island structure. 

#2 Assembly Line Sales Team Structures

If your sales team requires individuals to develop extensive expertise and experience in their respective roles, an assembly line sales team structure could be a fantastic fit for your company. If your company has a clear B2B sales plan, this approach can help your sales process. 

Done well, the rigidity of this structure can help streamline the sales process and ensure that clients are moved from one phase in the sales process to the next. Troubleshooting and improving sales outcomes in this structure can be more accessible in this structure since each sales professional has such clearly outlined responsibilities. 

#3 Pod Sales Team Structures

Pod sales team structures are known for their collaborative and agile nature. Each pod in a sales team operates autonomously and cross-functionally. Within a pod, you’ll typically find several types of sales professionals, such as representatives, marketing specialists, and customer success experts. This structure works well when you need groups dedicated to specific goals, customer types, or products and services. This structure is also an excellent pick for markets that endure a lot of change, as the team can respond quickly, amplify creative solutions, and follow a customer journey from beginning to end.

#4 Outside Sales Team Structures

The outside sales team structure is particularly effective in B2B sales where face-to-face interactions are required to close sales. Outside sales teams often travel to client offices for meetings. SaaS sales that require on-site demonstrations or long sales cycles that demand a high-touch challenger approach might benefit from the personal relationship building that an outside sales team structure fosters. In this structure, trust is vital to success. 

#5 Inside Sales Team Structures

An inside sales team is an effective model for industries where face-to-face sales are unnecessary. They are also good for companies who want to constrain costs by eliminating travel and on-site sales. Inside sales teams require more digital-savvy sales talent than the outside sales team structure, as this sales model leverages technology and uses phone calls, video conferencing, and email to build meaningful and profitable client relationships. 

#6 Geographical Sales Team Structures

Where many sales teams focus on roles and goals to determine their team structure, a geographical sales team structure, also known as a territory organizational structure, divides salespeople regionally. This allows salespeople to learn the local industry and culture intimately. 

Local expertise is particularly important when a product or service could be used differently in different regions. Companies that use a geographical sales team structure are also able to track results by location easily and determine which regions are most profitable. 

#7 Product or Service-Specific Sales Team Structures

Communicating the value of a service or a product is always a crucial component of sales, but in a product or service-specific sales team, value gets an added emphasis. Salespeople in this structure are each dedicated to deeply learning a specific product or service so that they are experts in the nuances of that sales process. If your company has a wide range of offerings, this structure may be highly beneficial. 

#8 Key Account Sales Team Structures

Some companies emphasize a select group of high-value customers or clients in their sales process. If this is your organization, your sales team’s organizational structure should reflect the priority status of these relationships. A key account executive team focuses on managing and growing these accounts. 

#9 Hunter-Farmer Sales Team Structures

Common in B2B sales, the hunter-farmer sales team assigns salespeople with unique sales talent, skills, and approaches to sales into respective roles. Hunter sales types handle more lead generation, cold leads, and sales that require an aggressive approach, while the farmer sales types nurture very warm leads, onboard new clients, and upsell current clients. This balance keeps new clients coming in and existing business growing. 

#10 Matrix Sales Team Structures

If your company is a large organization with complex product lines, a matrix sales team could be a great fit. In a matrix organizational structure, salespeople report to both a functional sales manager and a product or geography-specific manager. This dual reporting process keeps authority within a hierarchical structure and relies less on the employee’s autonomous decision-making abilities. 

#11 Specialized Sales Team Structures

When tracking very specific metrics is important to an organization, the specialized sales team structure excels. In this organizational structure model, sales teams are divided based on roles. This increases efficiency, leading to high-performing sales teams since, for example, everyone in lead generation is focused only on their internal goals and what they contribute to them. Specialized salespeople can focus better when they are not distracted by sales goals they can’t control.

5 Most Common Team Structure Mistakes Sales Managers Make 

  1. Taking a One-Size-Fits-All Approach: Creating your sales team structure isn’t as simple as picking one model and running with it. Any sales team structure should be thoroughly designed and tailored to your company’s unique needs and goals.
  2. Ignoring Market Changes: When changes in your industry or the market you’re selling occur, some companies will get ahead while others fall behind. Failing to adapt your structure will leave you playing catch up. 
  3. Convoluting Communication: Team roles, responsibilities, and expectations are often left to ‘assuming’ instead of being clearly outlined, communicated, and understood by team members. 
  4. Overcomplicating Team Structure: Complex structures can hinder efficiency and create confusion. As you customize your team structure, keep simplicity in mind.
  5. Underutilizing Technology: Failing to leverage technology and data analytics leads to an uninformed and under-optimized structure. 

8 Ways to Ensure a Successful Sales Team Structure

High-performing sales teams are positioned for success long before their achievements result in tangible outcomes. To help your team succeed and grow, remember these tips when combining sales structures to create your own model. 

  1. Set Clear Objectives for Your Team: When you know what you’re trying to accomplish, clarity on your sales organizational structures will emerge. And no matter the structure you decide on, clear, measurable objectives will help you keep your team focused.
  2. Invest in Team Training: When you decide on the structure of your sales team, look for opportunities to grow the sales skills of your team that are most relevant to your structure. For example, training for an outside sales team could include public speaking and relationship building.
  3. Use Technology to Increase Efficiency: Leverage CRM and sales enablement tools to streamline your chosen sales organizational structures and improve your processes. 
  4. Measure and Analyze: Define your KPIs and gather data on these regularly. Taking note of your team’s performance not only shows areas for improvement but it also can signal a need for a structural reevaluation.
  5. Regularly Review and Adjust Your Structure: As market conditions and company needs change over time, you’ll want to remain agile in your sales structure. Assess your team on a regular basis and be prepared to pivot. 
  6. Foster a Collaborative Culture: A successful sales team structure maintains a healthy balance of friendly competition and collaboration. Pay attention to ways you can make information-sharing easier within your team. 
  7. Provide Ongoing Feedback for Ongoing Improvement: It is the sales manager or sales leader’s job to take in the big picture and address gaps in the sales team. Providing regular feedback can keep your sales organizational structures cohesive while fostering growth.
  8. Incentivize and Motivate Your Team: Get to know what motivates and inspires your team. Use this insight to customize and implement an effective compensation and incentive plan. 

Whether you’re looking to add structure to your sales team or just need to fill specific roles within your structure, we’d love to help. Contact us today to gain access to our global network of top talent and get your sales team success journey started.   

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Eliot Burdett

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Cut Your Costs: Onboarding Sales Reps

The cost of a new sales rep can be half or more of their annual base salary, plus advanced commissions — not a small price to pay, especially if they don’t stick around. One of the best ways to improve retention is to look at your onboarding process. When you make onboarding sales reps more effective and efficient, you’ll have better-trained employees and save on training costs. 

Two Simple Ways to Speed Up Your Onboarding Process

#1 Immerse new hires in your key product or service.

Do this before any other training takes place. When your new sales reps deeply understand what they’ll be selling, they can integrate the rest of their into their product knowledge. If you start with sales skills instead of this immersion, it’s more challenging for employees to find their flow. 

#2 Engage your sales reps with quick wins. 

Most people who become sales reps do so because they’re highly motivated and thrive on a system of rewards. They don’t want to spend months in training without any opportunity to perform. Providing lower-stakes opportunities for them to ‘win’ will pay off in higher engagement and prime them for closing enterprise sales deals down the road. 

Ready to onboard your next sales superstar? Contact us today. We’d love to help.

Sales rep being onboarded.

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Start Hiring Farmers for Relationship-Building Sales

Salespeople aren’t all extroverted and enchanting. Some bring a bit of warmth to their role. These are the farmer sales types, and you’ll want to look for them in your hiring process intentionally. 

Values that Drive Farmer Types

Farmers are typically different from your front-line salespeople. They are more customer service oriented and enjoy sales within a long-term customer relationship container. They are motivated by increasing the lifetime value of customers to the company — and increasing the company’s value to the customer!

Telltale Signs the Candidate You’re Interviewing is a Farmer Type

When a job candidate shares past experiences of nurturing long-time relationships, there’s a good chance you have a farmer type on your hands. Farmer sales professionals aren’t as aggressive as hunters in their job search, which carries over into their work style. 

You can see the farmer’s sales DNA coming through when a salesperson talks about how they maximized account values and brought a standard of excellence to the service their customers received. These types will also be more interested in a high base salary and lower commission. 

Are you looking to hire a dedicated farmer salesperson for your team? Contact us today. We’d love to help you find the perfect fit!

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Quick Tips on Hiring Hunters for Your Sales Team

Top-performing sales professionals often have the hunter sales type DNA. They’re achievement-driven and willing to be incredibly agile to reach their goals — and meet sales quotas. 

How to Pick Out the True Hunter Sales Types

If you know you want to hire hunter sales types, you might think listing this requirement in your job posting would be sufficient. But, many farmer types will still apply, assuming they have what it takes to become a hunter on the job. True hunters are very strategic, solution-oriented, and risk-tolerant. They will show personality traits that align with extroversion and charisma. 

How a Hunter Shows Up For Interviews

In an interview, hunter types will talk in detail about how they have taken unique and effective paths to win challenging clients. At the same time, these types will show you that they know just when to walk away from an unprofitable opportunity. 

Regarding salary negotiations, hunters will be open to lower base pay and higher commissions. 

Are you on the search for your next sales hunter? Contact us today. We’d love to help you find the perfect fit!

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Elevate Your Sales Hiring Through Psychometric Assessments

Psychometric assessments provide deeper insights into a job candidate’s natural tendencies. They are a great way to bridge the gap between interview answers and how a person will behave on the job. They can provide valuable insights into a candidate’s intelligence, values, motivators, and natural behaviors. 

A few of the most popular psychometric tests are:

DISC Assessment

The DISC assessment reveals how people handle challenges and work with others. This assessment mainly focuses on self-concept and personality. Great sales representatives usually have a high “D” profile.

Myers Briggs

Myers Briggs measures four distinct personality traits: Extraversion/Introversion, Sensing/Intuition, Thinking/Feeling, and Judging/Perceiving. Many salespeople are ESFJ, ESTP, and ENTJ types.

Predictive Index

The Predictive Index looks at what drives behavior and measures cognitive ability. Persuaders, Captains, Promoters, Strategists, and Collaborators are likely to be high-performing salespeople. 

Clifton Strengths Analysis

The Clifton Strengths Analysis measures 34 personality themes that indicate your innate talents. Strengths like Belief, Relator, Achiever, Communication, Strategic, and Learner could indicate that someone is naturally a motivated and agile salesperson. 

We recommend psychometric assessments only be used in the final stages of the interview process to differentiate between top candidates. These assessments should contribute to 20% of the hiring decision. 

Ready to make your next hiring move? Contact us today. We’d love to help!

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Brent Thomson

Co-Founder at Peak Sales Recruiting
Before Peak, Brent worked in sales and sales-leadership positions for 18 years. He has considerable experience building and running high-performance teams, which consistently won awards and exceeded sales targets. He was Vice President of Sales for a financial management consulting company, and served with Borland Software as a Regional Sales Manager.

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20 Tips to Transform Your Follow-Up Sales Email After No Response

You send one sales email with a surge of hope that you’ll hear back from your prospect. And then? Crickets!

Is it time to give up? Hardly. No matter your industry or offering, most sales require five to twelve contact points in the sales pipeline before a deal is made. 

A friendly follow-up email can make all the difference. 

In this blog, we’re covering the foundational tips you need to understand why you’d want to send a follow-up email after no response, what best practices to follow, the most crucial information to include in your follow-ups, and the top mistakes to avoid.

We’ve also gathered five follow-up email templates from top-performing salespeople in our network to give you a head start on your follow-up email strategy.

5 Answers to the Question, “Why Send a Follow-up Email After No Response?” 

Reason #1 to Send a Follow-up Email After No Response: 

Follow-up emails often have higher open rates than first-time emails. There’s a chance the prospect remembers your name or saw your first email and meant to follow up. A courteous reminder can prompt a response. 

Reason #2 to Send a Follow-up Email After No Response: 

Prospects appreciate quality customer service — that starts before the sale. How you speak to and treat your prospects shows them how you’ll speak to and treat them after a sale, too. Sales follow-up emails create more than an opportunity to make a sale. They also establish your professional reputation with prospects.

Reason #3 to Send a Follow-up Email After No Response: 

Polite persistence shows your genuine interest in the prospect. If you don’t follow up, chances are someone else in your industry with a similar product or service will. A little determination goes a long way in keeping you top of mind. 

Reason #4 to Send a Follow-up Email After No Response: 

Customized sales follow-up emails give you a chance to clarify. Suppose you find areas where a prospect might have misunderstood you or been left with unanswered questions after reading your initial email. In that case, this is your opportunity to offer answers. Be mindful of using an automated follow-up sequence that doesn’t allow for customization. 

Reason #5 to Send a Follow-up Email After No Response: 

Nurturing relationships takes time, and a polite follow-up email starts the building process early on. Maintaining respectful contact makes an impression on prospects and develops rapport, a priceless asset as you move forward in your sales process. 

5 Best Practices for Sending a Follow-up Email After No Response

Follow-Up Best Practice #1: Start With a Compelling Subject Line

The one determining factor for whether or not a prospect will open up your follow-up email — or any email for that matter — is a relevant and curiosity-piquing subject line. Your goal is to encourage the prospect to open your email with genuine interest, not with their defenses already up. Keep this line cordial and inviting.

Follow-Up Best Practice #2: Assume the Best of Your Prospect

Throughout your email, maintain a polite and respectful tone. This is much easier to do if your mindset about the prospect is positive and assumes the best of them. That means expressing an understanding that they’re busy and not taking their lack of initial response personally. 

Follow-Up Best Practice #3: Value Your Prospects Time 

A simple follow-up email can be just 50 words long. Anything over 100-200 words could be too long for your prospect. Keep your email concise so that your prospect doesn’t waste their time guessing who you are, why you’re emailing, or what you want them to do next.

Follow-Up Best Practice #4: Highlight the Benefits

Keeping the content of your email value-oriented will help your prospects quickly understand the benefit they will gain by responding. Highlight why this conversation or opportunity to connect with you might be important to them. 

Follow-Up Best Practice #5: End with a Clear CTA

The easier it is for a prospect to reply to your email or respond to your next steps, the better. All you’re looking for is a ‘yes’ to getting on a call with you (or whatever action comes next in your sales follow-up email strategy), so don’t distract your prospect from the action you want them to take. 

→ How Long Should You Wait to Follow Up After No Response?

The timing of your follow-up email can vary based on the context. However, a general guideline is to wait about 3-7 business days before sending a polite follow-up email. If it’s a time-sensitive matter, you may want to follow up sooner, but be mindful not to appear overly aggressive.

5 Key Pieces of Information to Include in a Follow-up Email After No Response

Key Follow-Up Info #1: A Clear Connection

When you write your first email to a prospective customer, keep your follow-up in mind. It should be easy for the recipient to connect your first email to your second. Mention the subject and date of the last email in your follow-up.

Key Follow-Up Info #2: A Gentle Reminder of Your Reason

Don’t assume that the recipient read or remembers your first email. Restate briefly your purpose and what you’re hoping to accomplish so that the email stands on its own and, hopefully, inspires a response or a re-read of your first email. 

Key Follow-Up Info #3: A Value Proposition

Everyone wants to know — what’s in it for me? Make it clear to your prospects why they will benefit from responding to your follow-up email. This is most often the benefit of the ‘next step’ you’ll help them with, not necessarily the value proposition of your entire offering. 

Key Follow-Up Info #4: One Call to Action

Present your prospect with one action you would like them to take in response to your email. Whether that’s replying, scheduling a call, or something else — be specific and stick to one CTA per email. Open-ended emails or those with too many options can be overwhelming and get your messages ignored.

Key Follow-Up Info #5: Your Contact Details

Ensure your name, phone number, email, and any other contact information relevant to your follow-up email strategy is easy to read and find in your email signature and, if appropriate, in the body of your email. 

5 Mistakes to Avoid When Sending a Follow-up Email After No Response

Mistake #1: Coming across as rude

Your tone is fundamental in writing because even a few words that imply disrespect can instantly turn off a potential customer. Avoid any language that seems pushy, demanding, or aggressive, and opt for respect and patience in your words instead.

Mistake #2: Focusing on YOU

Your recipient is focused on themselves — what they want and need. If your email just talks about your company or credentials, you’ll likely lose your lead. Share how your message benefits them if you want to engage your potential customers in a genuine and helpful exchange. 

Mistake #3: Copying-and-pasting generic messages

Business owners get cold emails every day, and generic messages are likely to get deleted before they’re even fully read — they’re easy to spot! Tailor your follow-up to reflect the context and any connection you have with the recipient.

Mistake #4: Spamming with emails

Sending too many follow-ups, sending them too soon, or in too close of succession almost guarantees you’ll be seen as annoying spam instead of the advocate of a valuable service. Err on the side of discretion and be politely persistent.

Mistake #5: Using high-pressure tactics

Express your frustration to a friend, not to your potential client. Any undertone of disappointment, shame, or blame in your follow-up email won’t gain you any traction with a prospect. Avoid negativity and high-pressure tactics. Maintain your professionalism.

5 Follow-Up Email Templates

Copy the text in the box to simplify your next follow-up email.

Follow-Up Email After A Meeting

Dear [CUSTOMERS FIRST NAME],I wanted to touch base and follow up on our recent conversation about [INSERT SERVICE] with [YOUR COMPANY NAME]. In our discussion, we highlighted some key areas where we can assist:

  1. [INSERT LIST]

At [YOUR COMPANY NAME], we’re committed to [INSERT SERVICE] that exceeds your expectations. Our reputation for delivering results speaks for itself, with numerous success stories in similar industries. Please feel free to reach out with any questions or to schedule another discussion at your convenience.

Warmest regards,

[YOUR NAME]

Follow-Up Email After The First Discussion

Hello [CUSTOMERS FIRST NAME],Thank you for taking the time to speak with me [INSERT WHEN CONVERSATION HAPPENED]. It was great learning more about [CUSTOMER PAIN POINT] and how we can potentially work together.

I wanted to follow-up and see if you’ve made any decisions on pursuing this partnership further? If not, I’m happy to discuss further and provide any information you need to make your decision.

Best,

[YOUR NAME]

Follow-Up Email After No Response

Dear [CUSTOMERS FIRST NAME],I’m writing to follow up on my last communication. I wrote to you via email on [DATE] and left a voicemail on [DATE].

I believe [INSERT SERVICES] at [YOUR COMPANY NAME] could help your company achieve [INSERT RESULTS]. Please feel free to reach out with any questions or to schedule a discussion at your convenience.

Looking forward to hearing from you,

[YOUR NAME]

Follow-Up Email After A Proposal

Hi [CUSTOMERS FIRST NAME],I’m following up on our discussion about [CUSTOMER PAIN POINT]. I wanted to see if you had a chance to consider the proposal I sent over? Let me know if there are any questions I can answer or concerns I can address.

Thanks,

[YOUR NAME]

Follow-Up Email After A Missed Call

Hello [CUSTOMERS FIRST NAME],I got your voicemail when I called today but I wanted to follow-up about [INSERT SERVICES]. I believe [YOUR COMPANY NAME] could help your business achieve [INSERT RESULTS]. If you’re not the right person to talk to, who should I reach out to?

Thanks,

[YOUR NAME]

Ready to take your sales email strategy to the next level? Our network of top-performing sales professionals is ready to help, and we’re ready to connect you with the perfect new team member. Contact us today, share a little bit about your sales staffing needs, and we’ll be in touch soon!

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20 Of Our Favorite Books About Sales Management and Sales Leadership

Ready to elevate your sales game to unprecedented heights? All you need is a few hours and one of the books on this list to get started!

These management and leadership books will give you the secrets to developing your skills as a sales manager and leader. They include timeless sales classics, research-backed methods, and contemporary masterpieces based on hard-earned perspectives. 

Let the reading begin!

[The links included in this post are NOT affiliate links. Peak Sales will receive NO commissions or incentives for purchases made through them.]

#1 Sales Management Simplified by Mike Weinberg

If you’re looking to build a high-performance culture within your sales department, this is the sales management book for you. Mike Weinberg explains how to lead a productive sales meeting and set standards for effective sales calls. This book will help you evaluate your management style and practices honestly. It might be the wake-up call you’ve been waiting for.

In Sales Management Simplified, sales leaders can find the truth they need to become the best manager. They can develop themselves personally and professionally. 

→ Buy Sales Management Simplified on Amazon

#2 Strengths Based Leadership by Tom Rath and Barry Conchie from Gallup

To have a successful sales team, the leader must understand their team’s strengths and weaknesses. With the book Strengths Based Leadership in hand, you’ll be able to tap into the unique strengths of each member of your sales team. This will equip you to better determine what type of salesperson they’ll be and the sales process they’ll be most suited for. 

Strengths Based Leadership is backed up by over three decades of research regarding strengths, studies of over one million work teams, and the CliftonStrengths assessment taken by over 23 million people worldwide. This is an evidence-based book that any sales professional can benefit from.

→ Buy Strengths Based Leadership on Amazon

#3 The Psychology of Selling by Brian Tracy

Brian Tracy’s timeless classic teaches you the fundamental principles of sales. It helps you earn more money and enhance your sales strategies. His ideas, methods, and techniques are highly actionable and can be applied to sales in any industry. When setting sales goals and wanting to exceed them, this is the perfect book to inspire and fuel your ambitions. The Psychology of Selling is a valuable read for sales leaders, sales managers, and those with leadership aspirations.

→ Buy The Psychology of Selling on Amazon

#4 How to Win Friends & Influence People by Dale Carnegie

Despite being written over 80 years ago, this classic book stands the test of time and teaches foundational principles of leadership that are essential to any professional’s success. If the title has put you off, take a note from the old adage, “You can’t judge a book by its cover,” and grab yourself a copy today. Any reputable sales manager ought to have this book filled with notes and highlights from several rounds of reading. 

In How to Win Friends & Influence People, you’ll find timeless guidance on motivating your sales representatives (and yourself) through values and inspiring influence. If you’re struggling to move your team forward, try applying the powerful principles in this sales leadership book. 

→ Buy How to Win Friends…on Amazon

#5 Leaders Eat Last: Why Some Teams Pull Together and Others Don’t by Simon Sinek

A unified team works together, moves together, and achieves together. If your team is disconnected, confused, or even chaotic, the New York Times bestseller Leaders Eat Last will help you make sense of the problem and design effective solutions. Simon Sinek teaches leaders how to shift their teams out of cynicism and self-interest to create motivated and aligned teams. 

Honorable mention goes to Simon Sinek’s book Start With Why — a great read for focusing your team on what matters most. 

→ Buy Leaders Eat Last on Amazon

#6 Coaching Salespeople into Sales Champions: A Tactical Playbooks for Managers and Executives by Keith Rosen

This book could earn a permanent spot on your desk and within reach. Keith Rosen’s writing and teaching style is direct and detailed. This book is a valuable reference for leading and managing a sales team. It focuses on coaching instead of training.  

In Coaching Salespeople into Sales Champions, Rosen provides playbooks for powerful coaching, clear improvement plans, and even coaching templates/scripts to get you started. If you’re a sales leader looking to enhance your team’s performance, this book is ideal. It provides new ways to turn inexperienced salespeople into valuable team members.   

→ Buy Coaching Salespeople… on Amazon

#7 Race to Amazing: Your Fast Track to Sales Leadership by Krista S. Moore

Krista S. Moore’s book Race to Amazing builds on the idea of taking the “coach approach” to sales leadership. Moore’s insight brings a profound perspective to creating a rallying vision, a winning sales strategy, and effective sales management systems. You’ll lose track of time reading Moore’s entertaining stories and highly applicable advice. 

Sales representatives recently promoted into sales leadership will get a skills upgrade from reading Race to Amazing while gaining the confidence they need to be great sales leaders.

→ Buy Race to Amazing on Amazon

#8 The Sales Leader’s Problem Solver: Practical Solutions to Conquer Management Mess-ups, Handle Difficult Sales Reps and Make the Most of Every Opportunity by Suzanne Paling

Let Suzanne Paling guide you through a concise assessment of why your sales reps won’t make challenging calls, track their work properly, or procrastinate prospecting for new business…and then devise concrete strategies to address your management woes. 

Sales managers often cannot receive training. The Sales Leader’s Problem Solver is a 24/7 trainer that provides helpful advice and effective strategies.

→ Buy The Sale’s Leader’s Problem Solver on Amazon

#9 Cracking the Sales Management Code: The Secrets to Measuring and Managing Sales Performance by Jason Jordan and Michelle Vazzana

Methodology reigns supreme in Jason Jordan and Michelle Vazzana’s book Cracking the Sales Management Code. This book is set apart by its focus on controlling sales performance and effectively managing a sales force. Inside, you’ll find a best-practice approach anchored in metrics that measure action and impact. 

Sales leaders who want a straightforward and actionable plan for improving their team’s sales process and performance will find solace away from more organizational leadership-focused and interpersonal coaching books in Cracking the Sales Management Code.

→ Buy Cracking the Sales Management Code on Amazon

#10 Smart Sales Manager: The Ultimate Playbooks for Building and Running a High-Performing Inside Sales Team by Josiane Feigon

This book is an essential read for any inside sales manager facing Sales 2.0 without the tools needed to win. Josiane Feigon covers how to sell to the new elusive buyer, choose intelligence tools, and retain sales superheroes through relatable examples that reveal a clear path forward. Complete with manager cheat sheets, this book gives you everything you need to handle even the toughest of situations to ensure your sales team’s success. 

 → Buy Smart Sales Manager on Amazon

#11 Sales Manager Survival Guide: Lessons from Sales’ Front Lines by David Brock

The Sales Manager Survival Guide presents a simple and easy-to-follow playbook for management success with the hidden benefit of improving employee retention. 

Whether you’ve already made mistakes in your management journey or just want to avoid making as many as you can, the practical guidance David Brock brings will help you easily navigate sales cycles. This book helps current sales managers get back on track. It is also vital for new and aspiring managers to start off right.

→ Buy Sales Manager Survival Guide on Amazon

#12 The Accidental Sales Manager: How to Take Control and Lead Your Sales Team to Record Profits by Chris Lytle

Unexpected promotions can leave sales representatives either motivated to learn or lost in their new roles. If you’ve received an unexpected promotion yourself, The Accidental Sales Manager will give you the advantage you need. From hiring to developing your representatives and running efficient meetings to impactful one-on-ones, Chris Lytle covers it all. 

This book focuses on management methods and implementing processes and focuses less on the personal development behind long-term leadership. 

→ Buy The Accidental Sales Manager on Amazon

#13 Nuts and Bolts of Sales Management: How to Build a High-Velocity Sales Organization by John Terace

Nuts and Bolts of Sales Management covers a few unique topics, such as how to balance morale, execution & teamwork, how to develop a powerful sales culture, and how to leverage expenses while managing your budget. Given its targeted guidance, managers can regularly revisit and reference this book.

If you want to execute your sales vision with more precision, this is the sales management book you need.

→ Buy Nuts and Bolts of Sales Managment on Amazon

#14 52 Sales Management Tips – The Sales Manager’s Success Guide by Steven Rosen

An easy read to pick up, put down, and meaningfully action, 52 Sales Management Tips is a book designed to help sales managers struggling in a corporate structure that doesn’t support them. Improve your personal management performance by taking charge of your development needs. Reach for this book whenever you need a boost. 

→ Buy 52 Sales Management Tips on Amazon

#15 ProActive Sales Management: How to Lead, Motivate, and Stay Ahead of the Game by William “Skip” Miller

Reveal your blind spots with Skip Miller’s acute approach to ProActive Sales Management. This book will help you save time and face with humbling yet motivational wisdom and guidance on maintaining control while you achieve your business goals.

This book is a great pick for all sales managers and leaders looking for a way to escape procrastination and pick up the pace of their success.

→ Buy ProActive Sales Management on Amazon

#16 Sales Leadership Playbook: The Definitive Guide to Sales Leadership by Shawn Hamilton

For a comprehensive guide to sales management, read the Sales Leadership Playbook by Shawn Hamilton. Leaders in smaller businesses with cross-functional relationships will find Hamilton’s insights particularly helpful.

Sales Leadership Playbook gives a broad picture of the sales landscape, the mindset needed to succeed in the industry, and how to build trust to get ahead. It also equips readers with tools to communicate effectively, integrate emotional intelligence into their management style, and empower their team. If gaining internal cohesion while building stakeholder support is important to your organization, this is the sales management book for you.

→ Buy Sales Leadership Playbook on Amazon

#17 The Qualified Sales Leader: Proven Lessons from a Five Time CRO by John McMahon

SaaS sales presents specific challenges that set them apart from other types of sales. For this reason, a sales management and leadership book devoted to these professionals is essential. The Qualified Sales Leader brings readers on a journey through a strategic sales structure with pointed questions for reflection and fueling action. 

If you’re in the enterprise technology sales sector as a sales manager, leader, or representative, this will be an enlightening read for you.

→ Buy The Qualified Sales Leader on Amazon

#18 The Sales Boss: The Real Secret to Hiring, Training and Managing a Sales Team by Jonathan Whistman

High performance is often considered an individual characteristic when it must be a collective one. Jonathan Whistmas supports this claim in The Sales Boss by sharing the true drivers of high performance and how to invest in them so your team will be destined to win. The psychology of peak performance and proven hiring and training techniques will help you make real-world decisions that foster a quality team.

This book reveals the secrets to sales management and building a top-performing team, making it a fantastic read for any sales professional or executive looking to grow their sales team or hire top performers.

 → Buy The Sales Boss on Amazon

#19 Never Split the Difference by Chris Voss and Tahl Raz

Negotiations are a part of our everyday lives, conversations, and exchanges — but we aren’t always in tune with our power to connect, influence, and ultimately get what we want. In Never Split the Difference, the FBI’s former lead hostage negotiator, Chriss Voss shares his core negotiation techniques. 

Sales managers and leaders will find this book filled with techniques for interacting with team members and helping representatives improve client relationships and sales conversions.

→ Buy Never Split the Difference on Amazon

#20 The Sales Development Playbook: Build Repeatable Pipeline and Accelerate Growth with Inside Sales by Trish Bertuzzi

Trish Bertuzzi turns several decades of sales expertise into a street-smart guide to turning well-established managers into leaders of exponential success.

Bertuzzi understands that navigating management of your inside sales team while revenue and performance are stable is one thing — figuring out how to continue doing your job well when your expansion seems out of this world is another. The Sales Development Playbook will challenge you and your team to level up. 

→ Buy The Sales Development Playbook on Amazon

Explore more sales insights by visiting our website. If you’re curious about our recruitment services click here to speak with a sales representative today!

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Eliot Burdett

CEO at Peak Sales Recruiting
Before Peak, Eliot spent more than 20 years building and leading companies, where he took the lead in recruiting and managing high performance sales teams. He co-founded Ventrada Systems (mobile applications) and GlobalX (e-commerce software). He was also Vice President of Sales for PointShot Wireless.Eliot received his B. Comm. from Carleton University and has been honored as a Top 40 Under 40 Award winner.

He co-authored Sales Recruiting 2.0, How to Find Top Performing Sales People, Fast and provides regular insights on sales team management and hiring on the Peak Sales Recruiting Blog.

Connect:

Latest posts by Eliot Burdett (see all)

Top 12 Sales Conferences to Attend in 2024

In the sales world having great connections is important. That is why conferences are a powerful part of expanding any sales career. Attending sales conferences regularly can help representatives grow their career up to ten times through personal and professional development.

We’ve rounded up the top twelve conferences to consider attending in 2024. If you want to improve your sales leadership or learn about new sales technologies, there’s an event for you. You can also send your sales team to a conference to improve their training.

Ready to build a sales team that makes the most of every opportunity? Contact Peak Sales Recruiting today to find top-tier talent who are ready to grow and succeed.

1. Sales Enablement Summit

The Sales Enablement Summit gathers the leading sales enablement professionals from around the world. At this conference, sales representatives can learn sales enablement success stories from exciting startups. Their panel style deliverability makes this conference a great setting for learning. 

2. The Future of Salestech

Sales technology is the cutting-edge competitive advantage that every sales team needs. The Future of Salestech is a must-attend event dedicated to helping sales enablement professionals integrate technology with successful sales strategies. During this event, senior sales enablement professionals can tap into the best tools, technology, and techniques for their business.

3. Sandler Annual Sales & Leadership Summit

When it comes to leadership, growing yourself is just as important as growing your people. Thanks to Sandler, you can do both at their annual sales summit. During this two-day hybrid event, you’ll also find opportunities to network, collaborate, and celebrate with top professionals from small to enterprise organizations, sales executives, and experts in a variety of industries. 

  • Location: Orlando, FL (in-person and virtual event)
  • Date: March 19-20, 2024
  • Who Should Attend: Sales Leaders and Management
  • Cost: Virtual event tickets start at $250 USD*, in-person at $1150 USD*
  • https://www.sandler.com/sandler-summit/ 

4. DigitalNow Revenue Summit

DigitalNow is demystifying the most current trends in sales, enablement, marking, and customer success with its summit covering all things sales. With a tech expo, networking opportunities, company case studies, and 60+ sessions, you will walk away with new inspiration and insights to validate and improve your sales strategy. 

  • Location: Schaumburg, IL
  • Date: April 2-4, 2024
  • Who Should Attend: B2B Sales Professionals, Marketing, and Customer Success Managers
  • Cost: Join the DigitalNow email list to be informed when pricing and membership details are available. In 2023, DigitalNow welcomed all members (who paid $145 USD* for membership) to attend this summit for free.
  • https://emblazegrowth.com/digitalnow 

5. LeadsCon 

Every business needs a healthy flow of leads to thrive. LeadsCon is the largest lead-centric conference. LeadsCon can help ensure your business nurtures and converts more leads in 2024. The conference is open to all industries, with most LeadsCon attendees coming from mortgage/lending, insurance, fintech, EDU, legal, home services, and healthcare. 

  • Location: Las Vegas, NV
  • Date: April 8-10, 2024
  • Who Should Attend: Sales and Marketing Executives
  • Cost: $999 USD* early bird (register by November 3, 2023). Groups of 3 or more receive $150 off each registration fee.
  • https://www.leadscon.com/event/leadscon-las-vegas-2024/ 

6. Sales Summit: Trade Fair and Conference

Enhance your business with a digital advantage at the Sales Summit. During this two-day event, you’ll have access to over 30 speakers, including professionals from Nestlé and Google. Join the Sales Summit’s impressive list of attendees for networking and educational masterclasses to inspire innovation in your sales strategy.

  • Location: Hamburg, Germany
  • Date: April 24-25, 2024
  • Who Should Attend: B2B Sales Managers
  • Cost: From $368 – $1284 USD* 
  • https://salessummit.eu/ 

7. B2B Summit North America

At the B2B Summit of North America, customers are key. When you join this event, you’ll be surrounded by experts who can guide, educate, and encourage your journey toward sustainable growth, retention, and customer satisfaction.

8. Sellers Summit

E-commerce businesses face unique challenges to success in the changing online landscape. At the Sellers Summit, you will learn the latest growth strategies for your business. You will also get hands-on, workshop-style support to find and take advantage of your most powerful opportunities in 2024. 

  • Location: Fort Lauderdale, FL
  • Date: May 14-16, 2023
  • Who Should Attend: Ecommerce Entrepreneurs and Startup Founders 
  • Cost: From $749 – $1349 USD*
  • https://sellerssummit.com/ 

9. Gartner CSO and Sales Leader Conference

Ready to accelerate your performance — even in the face of perpetual change? Then Gartner is the conference for you. During this CSO and sales leadership conference, you’ll learn strategies from the most progressive sales organizations to improve customer experiences, drive growth, and transform your organization’s talent.

  • Location: Las Vegas, NV
  • Date: May 21-22, 2024
  • Who Should Attend: Chief Security Officers and Sales Leaders
  • Cost: Join the Gartner email list to be informed when pricing is available. In 2023, conference cost was approximately $5,375 USD*.
  • https://www.gartner.com/en/conferences/na/sales-us 

10. International Conference on Entrepreneurial Marketing and Sales

Leading academic scientists, researchers, and scholars gather to share their findings, discuss current trends, and inspire innovation at ICEMS. The exceptional quality of education, sharing, and access to networking make this a particularly unique event for marketing and sales professionals, academics, and researchers in related fields. 

11. INBOUND by HubSpot

Culture, innovation, and creativity are at the core of the INBOUND event. From incubation to acceleration, this event will provide you with countless opportunities for personal development, networking, and leadership training to transform how you approach sales and marketing in your business.

  • Location: Boston, MA
  • Date: September 18-20, 2024
  • Who Should Attend: Entrepreneurs, Sales, and Marketing Professionals
  • Cost: From $899-$1,499 USD* 
  • https://www.inbound.com/ 

12. Sales Engagement Summit 

This one-day sales conference is focused on effective sales engagement solutions. The Sales Engagement Summit allows attendees to learn through presentations, case studies, and round table discussions. The Sales Engagement Summit also allows for a great networking opportunity between B2B sales professionals. The 2024 date and lineup of speakers has yet to be announced, sign up through their website to stay up to date when conference information becomes available. 

*All costs stated are for informational purposes only, may be subject to change, and may differ for international purchases due to current conversion rates at the time of purchase. Please reference each conference website for the most up-to-date pricing available. 

Need more tools to boost your team’s performance? Explore our Sales Training Resources for expert insights!

Check out the Peak blog for additional resources on career development or visit our career portal to kick start your new career or make a new hire.

People watching a presentation at a sales conference.

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Kyle Fletcher

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How to Improve Your Sales Team’s RFP Close Rate

What’s your sales team’s current RFP close rate? Whether or not it’s as high as you’d like, you may be surprised to hear that Ganesh Shankar of RFPIO states that “the common win rate for RFPs is less than 5%.”

Following these numbers, for every 20 proposals the average vendor sends, only one will be successful. And with many companies investing 20-40 hours into each RFP response, that’s a lot of wasted time and money.

For example, suppose you have an Inside Technical Sales Rep completing RFPs for your team, and this rep earns a salary of 50 thousand dollars annually (roughly equivalent to 24 dollars per hour).

If the average size of your proposals is 25 thousand dollars and you successfully close one proposal out of 20, you’ve gained 25 thousand dollars in net new business. But you’ve also lost an average of 30 hours for each of the other 19 proposals. 

At an average hourly rate of 24 dollars, that’s a loss of 13,680 dollars (before taking into account opportunity costs, overhead and other variables).

Though it’s unlikely you’ll achieve a one-hundred percent closed-won rate, reducing the number of unsuccessful proposals sent saves your company both time and money.

In this article you will find a list of suggestions and best practices to help Sales Leaders improve their sales team’s RFP close rates.

Have a “Go/No-Go” Opt-Out Point

Here’s a really simple way to improve your RFP close rate: only apply to projects you’re likely to get.

Imagine a batch of 20 RFPs. In it, maybe five will be a good fit for your company. The other 15 are either bad opportunities or projects you’d have to stretch to complete, in terms of project fit or resources required to submit an RFP.

  • If you apply to all 20 and win one, your close rate will be 5%.
  • If you weed out the 15 that aren’t a good fit and win one of the remaining five, your close rate will be 20%.

Not only have you upped your close rate, you’ve also saved all the time and money you would have wasted on inappropriate proposals.

Adam Boyd, in a LinkedIn Pulse article, describes it this way:

“Not all RFPs are created equal, and you don’t have an equal shot at winning them all. Know when to say, ‘This isn’t in our wheelhouse, and is too expensive a use of time to pursue.”

For example:

  • If you apply to all 20 and win one:
    Your close rate will be 5 percent and you’ve earned 25 thousand dollars in net new business. You will have invested 600 hours (30 hours per RFP) and 14,440 dollars (24 dollars per hour). Your RFP productivity rate (total new business divided by amount of work hours) is 42 dollars per hour.
  • If you weed out the 15 unfit proposals, apply for five and win one:
    Your close rate will be 20 percent and you’ve earned 25 thousand dollars in net new business. You will have invested 150 hours and 3,600 dollars. Because you were more selective, you RFP productivity rate is now $166.67 per hour.

Developing an in-house checklist or scoring system for evaluating RFP opportunities can help you determine where your opt-out point lies. Bob Lohfeld, CEO of Lohfeld Consulting Group, suggests asking the following seven questions to filter RFPs accordingly:

  1. Do we understand the customer’s mission and the work to be performed?
  2. Do we have a solution that will help the customer achieve its mission and contract objectives?
  3. Do we have a relationship with this customer through meetings or prior contract performance?
  4. Do we know who we are competing against and can we beat them?
  5. Do we have a teaming strategy and can we get the right subcontractors?
  6. Do we know what price we need to bid to win and can we achieve it profitably?
  7. Do we have a compelling win strategy?

If you’re concerned about missing out on potentially-good projects, consider the advice of Sales Benchmark Index’s Principal, John Auer:

“In some cases, opting-out can actually be a more effective differentiator than participating in the RFP.  For example, prospects may show their hand and confess they were looking forward to your proposal. If this is the case, you’ve just learned a valuable piece of information that could very well result in a win.”

If you don’t receive such a confession, you’ve saved time; but if you do, you’ve gained valuable insight into whether or not the RFP will be an effective time investment. It’s a win-win.

Work from a Proposal Template

As you pare down the number of RFPs you’re actually responding to, you can save even more time by developing a proposal template. This will minimize the amount of time you spend “reinventing the wheel” to develop every response.

You won’t be able to anticipate every Q&A you’ll encounter ahead of time. But developing stock copy for your executive summary and adding new Q&A responses to a central document – which you can draw from again in the future – can trim huge amounts of time off your RFP process.

For example, working from a template cuts the average time required to complete and submit a proposal from 30 hours per RFP to 10 hours. This time decrease would increase your RFP productivity rate to 500 dollars per hour (based on the metrics provided at the beginning of the article.

To calculate your RFP productivity rate, use the formula below:

Net new business amount / (number of RFPs x total hours worked)

Use a Non-Traditional Response Process

That said, just because you’re working from an RFP proposal template doesn’t mean your responses have to come across as formulaic. A non-traditional response process can minimize the burden of RFP completion on your team members, while also helping your company stand out from other applicants.

According to Mike Drapeau, Partner at Sales Benchmark Index:

“Think George Costanza. Remember the episode when he did the opposite of everything his instinct was telling him to do and the results were off the charts? That is the approach you should use in developing your RFP strategy. Conventional wisdom is dead wrong.

So what does a non-traditional response process look like? Possible ideas include:

  • A highly-abbreviated executive summary section that eliminates corporate navel-gazing in favor of prioritizing value statements targeted to recipients.
  • Calling out requirements that are missing from the RFP (likely because they were overlooked by a procurement committee) to quickly establish expertise.
  • Offering extremely-detailed Q&A responses that are likely to exceed competitors’ proposals and impress companies with their comprehensive nature.

Another non-traditional RFP response option comes from Board Studios, which offers three suggestions for incorporating rich media into your RFPs:

  • Create a simple mini-site that shows off your USP and answers key questions.
  • Use infographics or professionally-designed process-flow images in your proposals.
  • Produce an explainer video in lieu of your executive summary.

Some industries – tech companies, for example, versus more staid banking and legal services – may be more receptive to the use of new media than others. But don’t be afraid to experiment by pushing boundaries. Standing out may be enough to get your proposal the close read it wouldn’t otherwise receive.

Think about how proposals are typically handled in your industry, and then – like George Costanza – consider doing the opposite.

Build Relationships Before RFP Responses

In most cases, you aren’t allowed to contact company representatives to make a personal appeal during the RFP process. That’s why it’s important that you continually invest in expanding your network before the process begins.

Companies need to know who you are before they receive your proposal. According to data gathered by The Seibert Group, 40 percent of your success comes down to your pre-RFP sales efforts:

“You must be actively selling to the buyer in the 12 to 18 months before the RFP is released. If they don’t know you before the RFP, your chances of winning are low.”

In practice, this means actively networking with future prospects, using both direct and indirect approaches. Cold calls and an active presence at industry events are important, but you may also find it helpful to use content marketing, social media marketing and other campaigns to build thought leadership around your company.  

Stephanie Czajka, Project Manager at the Weidert Group, suggests that:

“The more you’re already present in prospects’ eyes because of your content, the more your company will be included on buyers’ “short lists.” In digital terms, you can think about this as a search process. When prospects are looking for answers to their questions related to your business, they’ll query Google, and if your content article shows up, then they’re more likely to read about you, and you’re more likely to be included on their short list.”

Further, Czajka argues, transforming your company into a respected thought leader through proper inbound marketing may remove the RFP from the equation entirely. “In cases where an RFP is optional, the buyer will naturally move to the subjective choice of a trusted advisor or resource.”

Simply put, if a buyer needs a vendor but decides not to proceed with the RFP process, the thought leadership you’ve built around your brand will make you a natural candidate to fill the spot.

Monitor Your RFP Success Rate

Regardless of which of the above strategies you choose to implement, one of the best things your sales team can do is monitor the metrics surrounding your RFP process.

Specific variables to track include:

  • Amount of RFPs received
  • Number of RFPs responded to vs. opted-out of
  • Number of RFPs closed
  • Value of closed RFPs vs. value of unsuccessful RFPs
  • Average amount of time required to complete RFPs

The data you gather here can play a role in improving your close rate, if you use it effectively.

Suppose you notice that from Q1 to Q2, your number of closed-won projects fell from 30 to 20. If, at the same time, you’ve tracked the total number of hours invested into each proposal and found that it too decreased from 20 hours per RFP to 10 hours, this is a signal that you need to invest more time into your proposal process.

Proposal analytics programs may be useful in identifying these types of trends. But even choosing to run your calculations by hand will put you ahead of competitors who aren’t as invested in monitoring their RFP metrics.

Be Smart About RFPs to Boost Your Close Rate

Success with RFPs comes down to approaching the process more thoughtfully than your competitors.

Use the data at hand to your advantage as you experiment with non-traditional RFP strategies and ongoing networking. Your 5% or less close rate will quickly become a thing of the past.

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The 3 Best SaaS Sales Training Programs Available Online

In the B2B SaaS sector, sales cycles are getting longer and it’s harder to reach decision makers. It is no surprise that SaaS sales are highly competitive. But it doesn’t have to be!

Salespeople and managers can use online training platforms to stand out from competitors. On average, companies who invest one dollar on sales training receive about $4.53 back in revenue. To boost revenue and sales performance, it’s crucial to use SaaS sales training programs and courses. 

→ Want to deepen your understanding of SaaS Sales? You can find more information on SaaS Sales and the SaaS Sales Process on our website.

What is the Importance of a SaaS Sales Training Program?

SaaS sales training programs are helpful. Selling software, especially cloud-based solutions, is different from selling traditional products or services. The SaaS sale is intangible in nature and the subscription-based pricing model is unique.

A well-designed SaaS Sales training program is instrumental in equipping sales professionals with the skills and knowledge needed to thrive in the competitive SaaS market. Improving performance can help a SaaS company succeed by increasing sales and satisfying customers.

Who Can Benefit from a SaaS Sales Training Program?

SaaS sales training programs are versatile and can be tailored to suit the needs of various individuals involved in the SaaS ecosystem. The goal of a SaaS sales training program is to enhance the understanding of SaaS products, sales processes, and customer engagement to drive business growth and success. There are other business professionals who could benefit from SaaS sales training, not just sales reps and managers. These individuals are: 

  • Entrepreneurs and Startup Founders
  • Investors and Venture Capitalists
  • Consultants and Advisors
  • Marketing Teams
  • Customer Success and Support Teams
  • Product Managers and Developers
  • Human Resources

In today’s interconnected business environment, where cross-functional collaboration and a customer-centric approach are highly valued, SaaS sales training can be a valuable investment for a wide range of employees. It helps create a more informed, aligned, and effective workforce, contributing to the success of the SaaS company as a whole.

What to Look For in a SaaS Sales Training Program?

Say you decide to pursue one of the SaaS sales training listed in this article. Or maybe you find a new training program all together. When choosing SaaS sales training programs, consider these important factors to find the right one. Here’s a checklist of what to look for:

→ Superior Content Quality: Assess the quality of the training content. Look for programs that offer up-to-date materials, such as real-life examples and hands-on activities.

→ Instructors’ Expertise: Find out who the instructors or facilitators are. Instructors should have expertise in SaaS sales or related fields. They should also have experience teaching or coaching sales.

→ Options for Customization: Find out if the program can be adjusted to meet your specific or organizational needs. Customization allows for a more targeted learning experience.

→ Ongoing Support: Determine if the program offers post-training support or resources. Ongoing support can be valuable for reinforcing learning and addressing specific challenges.

→ Industry Focus: Consider whether the program is tailored to the SaaS industry, as the sales dynamics in SaaS can be unique compared to other sectors. Industry-specific knowledge is beneficial.

→ Integration of Technology and Tools: Check if the program uses modern sales technologies and tools like CRM systems and sales analytics platforms. They can improve the learning experience.

Consider these factors. They will help you choose a SaaS sales training program that aligns with your goals. Ultimately, a training program will enhance your sales skills and contribute to your success in the SaaS industry.

The 3 Best Virtual SaaS Sales Training Programs & Courses

Before enrolling in any program, it’s essential to research each one to ensure it aligns with your specific goals and needs. Check for reviews, testimonials, and recent course offerings to determine their relevance and reputation. Here are 3 virtual training courses Peak deems to be beneficial. 

1. Sandler

Sandler is one of the leading platforms for sales training in the world. The Sandler team has 50+ years of experience. They offer comprehensive material to elevate your sales. Sandler offers a combination of online sessions, self-guided materials, and support tools to elevate your sales results and relationships. These materials are typically delivered in the following formats:

  • Webinars
  • White Papers 
  • Articles/Books
  • Podcast
  • Events
  • E-books
  • Personal Advisors

One of the unique features of the Sandler+ online training platform is the ability to choose your delivery method. Select your content from a variety of different virtual materials to ensure you gain the most of your training. 

Sandler’s top priority is personalized learning. This ensures all users get the training they need to improve sales. This customized approach differentiates Sandler from other online training programs. Because of this personalization, Sandler is a great place for non-sales people such as marketing professionals or entrepreneurs to learn about SaaS sales. 

Despite its personalization and accessibility for all job types, Sandler is the gold star for sales training. Whether you’re a sales professional starting out, or a seasoned pro, ensure you take the time to train online with Sandler. Having a Sandler training certification on your resume is standard for many hiring managers. 

The cost to attend Sandler training ranges and so does the time commitment. Some of Sandler’s quicker certifications can take a mere 12 hours while other courses can be a year long. The cost often reflects the length of the course and can range from $1,000-$5,000 or more. If the cost of attending a full online course is too expensive consider downloading some of their white papers or e-books. For a lower cost you will be able to access some of the unique expertise Sandler has to offer. Visit their website to learn more.

2. Sales Hacker (GTMnow)

Sales Hacker is known for its virtual sales training programs, including those focused on SaaS sales. Their platform primarily includes an online blog and virtual community of sales professions to promote education and career acceleration. They also host webinars and virtual events. Sales Hacker was acquired by the number one sales engagement platform, GTMnow, in 2023. Sales Hacker has become one of the leading destinations for sales professionals to stay up-to-date on the latest sales trends. 

One of Sales Hacker’s focuses is the creation of an online sales community. Their extensive network of over 166,000 sales professionals and 500 contributing authors provides a trusted space for sales professions to learn and grow together. In addition to their educational resources and events, Sales Hacker also provides a place for community engagement. These community engagement features include discussion threads, direct messaging, and personalized channels. 

Since Sales Hacker has such a large network of contributors and educators you can find information on highly specialized topics, in addition to more general inquiries. Subscribing to the Sales Hacker newsletter is free and allows users to stay up to date with sales trends. Some webinars and virtual events offered through Sales Hacker come at an additional cost. These costs vary depending on the program offered.

Due to the low to no price point on Sales Hackers material, it is a no brainer for sales representatives everywhere to subscribe. The Sales Hacker platform is also a great way for individuals in other professions (marketing, HR, support teams) to learn about the nuances of SaaS sales without spending money.

3. SaaS Sales Academy 

The SaaS Sales Academy specializes in SaaS sales training. They offer virtual programs designed to enhance the skills of sales professionals in the SaaS industry. SaaS Sales Academy targets founders of SaaS sales startups specifically, however, there is still value in their content for sales representatives. SaaS founders who use the services of the SaaS Sales Academy are likely to see a 206% revenue increase in the first 6 months.

SaaS Sales academy delivers their content through growth playbooks and online programs. SaaS sales founders and professionals can perfect their craft using these playbooks. Playbooks come in different formats like videos, templates, and articles. Some of the resources on SaaS Sales Academy are free while others charge a small fee per material downloaded. A free growth session is offered to all new users. This free growth session is a great way to test if the SaaS Sales Academy and platform is right for you.

The SaaS Sales Academy was founded by a highly trained team of SaaS company founders. These individuals have founded and successfully exited multiple companies. With the combination of strong SaaS sales expertise from their team, and easy to use growth playbooks, any SaaS founder or sales rep can find immense value in the SaaS Sales Academy. 

A benefit of training with the SaaS Sales Academy is the lower price point. Compared to other SaaS sales training platforms, the SaaS Sales Academy can be more cost effective sitting around $1,200 for a 7 week program. This price point can be beneficial for SaaS founders with a smaller budget for training. 

Other Noteworthy SaaS Sales Training Programs

  • Salesforce Trailhead 
  • HubSpot Academy
  • LinkedIn Learning 
  • Sales Institute 
  • Sales Enablement Society 
  • SaaS Mastermind

Looking to hire your next SaaS sales professional? Peak has an extensive network of top-performing SaaS leaders ready to make meaningful contributions to your organization. Contact us today to get started.

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Brent Thomson

Co-Founder at Peak Sales Recruiting
Before Peak, Brent worked in sales and sales-leadership positions for 18 years. He has considerable experience building and running high-performance teams, which consistently won awards and exceeded sales targets. He was Vice President of Sales for a financial management consulting company, and served with Borland Software as a Regional Sales Manager.

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