Home Venture Capital 20Sales: Why The Founder Has To Be The One To Create The Gross sales Playbook, When To Rent Your First Rep, Why Junior is Higher Than Senior, Handle Gross sales Rep Compensation, How To Onboard New Gross sales Reps and extra with Lori Jimenez, CRO @ WorkRamp

20Sales: Why The Founder Has To Be The One To Create The Gross sales Playbook, When To Rent Your First Rep, Why Junior is Higher Than Senior, Handle Gross sales Rep Compensation, How To Onboard New Gross sales Reps and extra with Lori Jimenez, CRO @ WorkRamp

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20Sales: Why The Founder Has To Be The One To Create The Gross sales Playbook, When To Rent Your First Rep, Why Junior is Higher Than Senior,  Handle Gross sales Rep Compensation, How To Onboard New Gross sales Reps and extra with Lori Jimenez, CRO @ WorkRamp

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Posted on 2nd August 2023 by Harry

Lori Jimenez is the Chief Income Officer at WorkRamp the place she is answerable for gross sales, buyer success, options engineering, gross sales improvement, and income operations. Over her 25-year profession, Lori has a observe document of scaling high-growth GTM groups at corporations together with Google, TripActions/Navan, Fb, and Field.

In At this time’s Episode with Lori Jimenez We Talk about:

1. From a First Gross sales Job at 15 Years Outdated to Main Gross sales Groups at Google and Fb:

  • How Lori made her foray into the world of gross sales on the age of 15?
  • What are 1-2 of Lori’s largest takeaways from her time at Google, Fb and Field?
  • What does Lori know now that she needs she had identified firstly of her profession in gross sales?

2. The Gross sales Playbook: What, When and How:

  • How does Lori outline the “gross sales playbook”? What’s it not?
  • Ought to the founder be the one to create the gross sales playbook?
  • When is the best time for founders to make their first gross sales hires?
  • What’s the proper profile for the primary gross sales hires?
  • Ought to founders rent 2 gross sales reps at a time? What are the professionals and cons?

3. The Hiring Course of: Constructing the Gross sales Group:

  • How does Lori construction the hiring course of for all new gross sales hires?
  • What are the must-ask inquiries to ask in each gross sales hiring assembly?
  • What are the largest crimson flags founders ought to search for when hiring for gross sales?
  • What are Lori’s largest classes on the way to navigate compensation discussions with potential gross sales hires?
  • What are Lori’s largest classes on what title negotiation says a few candidate?
  • What are the one largest errors founders make when hiring for gross sales groups?

4. Scaling the Machine: Bringing the {Dollars} In:

  • How does Lori method discounting? When is the best time to do it?
  • Is old-school enterprise gross sales and entertaining useless? How has it modified?
  • How does Lori construction deal evaluations? What is an efficient vs a foul motive to lose a deal?
  • How does Lori method multi-year offers? What is nice? What’s unhealthy?

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