Overpaying for your sales team

Feeling like you're overpaying for salespeople who just aren't delivering?

I spoke with a founder of an edtech company who was in that exact situation. His highly experienced sales team wasn't hitting targets.

They were missing out on opportunities—big ones they knew were there, just beyond their fingertips. Corporate accounts with faster sales cycles that could bring in half a mill a year. A couple of these would double the company's revenue.

Why?

They were bogged down spending all their time manually prospecting instead of actually selling.

The sales team were starved of qualified leads because the company doesn't yet have a system that gets leads on autopilot.

Even worse:

They didn't have a system to target accounts that would be faster, easier, and more profitable to sell to.

Sales cycles felt unbearably long.

This happens all the time.

Overinvesting in a sales team that’s burning through time without seeing the returns. Usually this is not the sales team's fault. They are good sales talent, but are working too hard in a system that cannot support them. So:

Deals are slow to close.

Big accounts seem just out of reach.

Frustration is building.

So what's the "fix"?

How do you get from there 👆 to a system that lets you scale profitably, without feeling like it's an impossible grind?

There's a whole process that you need to follow. But the first step often changes everything:

Take a step back and look at your ICP.

Find the "hot" parts of your market: accounts that are faster to close. Buying triggers that make for a shorter sales cycle.

What do these people crave relief from in their jobs every day when they show up to work?

Create assets that help them fix those things in a way that's faster, easier, new, different. You can do this in under a day.

Set up a few micro-campaigns to reach out, offering them these "problem-fixing-assets".

Test. Get data. Iterate.

You can start getting in front of those ideal prospects immediately, and then your salespeople can follow up and focus on what they do best—closing deals.

Our ICP framework prompts you to find the fastest, easiest, and most profitable targets in your market.

Want to see how it works? Reply and I'll send it over with a video breakdown.