Insights from SaaStr Europe 2022 → (1/3)→‘Figure-it-out’ vs. ‘Scale-it-up’ sellers
This year I had a chance to participate in the SaaStr Europe conference in Barcelona. #SaaStrEurope I listed some key slides and insights myself from this great event.?Slides cannot transfer the whole learning experience, but I am sharing them anyway:)
Insight from Dave Kellog's lecture called 'The Top 5 Mistakes in Scale-Up'
When expanding your Sales team, would you rather:
OR
Well, in the SaaS business, the answer depends on the stage you are at.
Employing a 'figure-it-out' or a 'scale-it-up' person can either be a massive boost for your business or a huge mistake that can cause your business to fail.?
It depends on the stage.
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Excellent insight from Dave Kellog's presentation!
I 'felt' this in practice when we employ people from bigger organizations, thinking their expertise and experience will bring us value.
In some cases, it did. In most cases, we had a struggle. The person needed to have experience in building, not just executing after someone else built it.
This refers to various roles but is the most 'visible' in sales roles.?
If you do not have a precise product market fit, if your product is not a whole, if you are still finding a 'formula' in your sales process, then scale-it-up ers will not be a valuable addition to your team. It would be best to have a 'figure it out' person.
When you are growing, finding / fine-tuning your product market fit, and setting up a process, you notice that "figure-it-out" persons struggle with this way of doing it.
These types of people brought a huge value to your business in the building / "figuring it out phase" but can struggle to adapt to a new way of doing.?
Unfortunately, a person's strengths sometimes cannot bring value in the next stage.???
And then you need to make a decision, to move him/her to another role or say goodbye.
Thanks, Dave Kellog, for these insights.
Everything starts and end with Data - make sure you get accurate one!
2 年Thank you for sharing!
Technology Strategy & Partnerships @ AMS
2 年Thanks for sharing, very intriguing! Even if the described methodology is sales/product-focused, I feel like it can be applied really when any project or team is being developed, or even just an idea. It's quite impactful to see the characteristics and capabilities of these 2 personas listed in a structured way like this: makes one realize that it's rare (if not impossible) for one person to have it all :)