SCALING SALESTO REACH$1M ARR INUNDER 12 MONTHS

Introductions

Terminus insights:

- Challenges of the early days

- Best practices for ramping up lots of reps, quickly

- The Terminus tech stack

- Lessons learned & looking to the future

Q & A Session

WEBINARAGENDA

CHALLENGES OFTHE EARLY DAYS

Bringing in revenue while also putting long-term strategy and systems in place

No processes, not many tools to help - lots of manual work (like exportingSalesforce data into excel, analyzing it, digging through Google Drive to findcollateral, etc)

Recommendations for managers at this stage:

Think long-term. Bringing in revenue now is important, but remember to thinkabout what the team should look like in 3 months, 6 months, etc., and spendtime putting systems in place to get there.For Tonni, this meant selling during the week, then focusing on processes /structures / long-term projects on nights, weekends

BEST PRACTICESFOR RAMPINGUP REPS

Build note-taking into the onboarding process. Have your new rep documenteverything they do—the processes they go through, the platforms they learn to use,the information they need to learn. This will build a playbook you can repurpose andbuild on as your team grows.

Hire people who really want to contribute. Help reps see how their work directlyinfluences the business, so they understand the importance of what they do.

THE TERMINUSTECH STACK

CRM: Salesforce - salesforce.comMarketing automation: Pardot - pardot.comProspecting: LinkedIn PremiumEmail tracking & cadence: Salesloft - salesloft.comScheduling: Calendly - calendly.comSales enablement: Guru - getguru.comAnalytics: Insight Squared - insightsquared.com

Advice:Stay scrappy at first. Don't fall for bells and whistles—only adopt tools once you realizeyou’re wasting significant time on a task.Choose tools based on whether they solve a problem your business REALLY has. If you'regetting a demo for a new tool and the sales rep has to explain the problem to you, youdon’t need the tool.

LESSONS LEARNED& LOOKING TO THEFUTURE

Trust yourself and the decisions you make. When you’re an early hire in a fast-growing company, few people have time to approve your every move—so confidenceis valuable. If you make a poor decision, own it, then move on.Always be thinking long-term. If you're spending a ton of time on something, askyourself: should someone else be doing that task? Is there technology that canhandle it for you?

TERMINUS .COMCALENDLY .COM