Trellis Video Series Part 4: How to Approach Staffing Your Sales Force
All good things must come to an end, Trellis blog readers. With that, we are closing out our deep dive into what we’ve identified as the key components for making sure that you are onboarding an eCommerce project that has the groundwork for success. The grand hope of this video series was to arm people in our industry with the proper tools to have end-of-project confidence that they’ve aligned themselves with the right people, partners, platforms, and potential.
In our previous installments of this series, Trellis CEO Isaiah Bollinger led us off with the narrative that retailers need to identify their website as a software that requires constant updating, thought and strategy. Isaiah was back for part 2 of the series, helping to guide companies to make the right decision between a SaaS or open source vendor solution. Part 3 leveraged sound advice from Trellis CRO Jared Shaner as he elaborated on the benefits and need of a well-thought-out requirements list that will help with the courting process of not only a platform vendor, but a development agency.
Jared returns for the fourth and final part of the series, tackling a pertinent piece to scaling your eCommerce business once you’ve finalized your project build: creating your sales force.
As demand begins to increase for your product or service and you are confident that the eComm environment that you’ve crafted is in-place and ready for action, what should be your out-of-the-gate strategy for creating a sales force? There’s pressure to succeed quickly, especially if the looming specter of venture capital funding is backing your initiative. This can cause an organization to rush and react quickly to staffing up an army of salespeople and executives. Jared’s advice is simple: Walk before you run.
“Quite honestly, if you’re at zero dollars in revenue, you don’t need to have 20 sales reps just because a venture capital firm gave you 50 million dollars.” says Jared.
A strong starting point for companies who are bootstrapping their efforts while building out a sales force seems simple, source from within. Your founders and existing employees are usually the best candidates to start your sales force from the ground-up. These are the people who understand your business at its core and are absolute ambassadors of your business who are the best candidates to go out into the wild and drum up clientele.
“When a tech company is starting out, the best salespeople should be the founders. They’re the ones that have the passion, the understanding and they are the ones that are building this business and the type of clients and impact they want to make.” Jared advises. “When you’re getting started don’t hire a VP of sales unless it’s one of your founders. Get out there, canvas, get some customer feedback. That way when you start to build out a sales team, you have a better understanding of the customer complaints, of the objections. A qualified sales leader can come in then with that knowledge instead of having to learn that themselves and build out a team from there.”
With over 100 successful eComm projects completed for an array of clients, Trellis is confident in our ability to build industry-leading experiences for online retailers that meet their specific needs. Reach out any time to talk shop or to ask us any questions as you plot out your own eCommerce domination.