Dear SaaStr: My Salesteam Doesn’t Want to Do Outbound or Visit Customers in Person. How Can I Get Them To Work Harder Here?
I’ve discussed variants of this question with so many CEOs and also CROs and VPs of Sales.
I think most agree, behind closed doors, there’s only one answer: start over.
- You can’t get folks used to working from home to embrace coming to the office
- You can’t get folks used to selling 15–20 hours a week to start working 50–60.
- You can’t get sales reps used to only doing inbox to magically start cold calling for real.
You have to start over. You have to start with a certain set of expectations, and hire folks that want to meet them.
Sam Blond, ex- CRO of Brex and I talked a bit about this at our Miami meet-up:
Can you get sales reps to be “full stack” and do outbound as well as inbound if they don’t really want to? Can you have them start doing outbound when they haven’t had to before? His answer, too: No. Y
ou gotta hire those folks from Day 1. Or .. start over.
(Image from here)
