SaaStr 356: When To Hire Your First Sales Reps, What To Look For In Those Hires, What Good Sales Rep Onboarding Looks Like, Leading Indicators of Sales Rep Success and more with Pete Kazanjy, Co-Founder @ Atrium

Pete Kazanjy is the Co-Founder @ Atrium, the startup providing proactive, always-on insights for sales operations, managers, and leaders. Stop asking questions. Start getting answers. Alongside Atrium, Pete is also the Founder of Modern Sales Pros, a community of 15,000 focused on sales operations and sales management. Pete is also the author of Founding Sales, the canonical writing on early-stage startup sales. Prior to founding Atrium, Pete founded TalentBin, culminating in their exit to Monster Worldwide in February 2014. Finally, before TalentBin, Pete founded building the world's first professional reputation clearinghouse and raising funding from CRV and First Round in the process. 

 In Today’s Episode We Discuss:

  • How Pete made his way into the world of SaaS and how he came to be one of the leading figures on sales operations and management that he is today?
  • Why do founders have to sell the product themselves at the start? When is the right time to hire their first sales reps? What profiles should founders look for in these first reps? What are the most common mistakes founders make when hiring their first reps? How should they structure their comp plans?   
  • How do the best onboard their sales reps? What can be done to minimise ramp time of new reps? How is the documentation used most effectively? How can sales calls be used for new rep onboarding? How does Pete think about optimising payback period on a per rep basis? 
  • What are the leading indicators that a sales rep is successful? What are the core metrics founders should measure to determine the effectiveness of their reps and sales teams? How does this differ between SMB and enterprise? What are the challenges with enterprise given the long sales cycles? 

Pete’s 60 Second SaaStr:

  1. Hardest element of Pete’s role today with Atrium?
  2. What would Pete most like to change in the world of SaaS?
  3. What sales leader does Pete most respect and why?

If you would like to find out more about the show and the guests presented, you can follow us on Twitter here:

Jason Lemkin

Harry Stebbings


Pete Kazanjy

More from The Official SaaStr Podcast: SaaS | Founders | Investors

  1. 16:18SaaStr 379: The Top 10 Mistakes Founders Make When Hiring Their First Sales Team with SaaStr CEO and Founder Jason LemkinSep 25, 2020
  2. 24:14SaaStr 378: The 5 Things That Kill Startups After Their Seed Rounds and How to Avoid them with Michael Seibel, CEO @ Y CombinatorSep 24, 2020
  3. 29:47SaaStr 377: Hashicorp CEO Dave McJannet on Scaling Remote Teams; What Breaks and When, How To Successfully Execute Multi-Product Strategies and How Leadership Style Evolves with Company StageSep 23, 2020
  4. 34:31SaaStr 376: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 2)Sep 18, 2020
  5. 25:59SaaStr 375: What Being a Founder Taught Me About Leadership - Lessons from GitHub’s COO, Erica BresciaSep 17, 2020
  6. 30:07SaaStr 374: 10 Mistakes the CEO of ZoomInfo Made on His Journey to IPO with Henry Schuck, CEO @ ZoomInfo and Jason Lemkin, CEO @ SaaStr (Part 1)Sep 11, 2020
  7. 24:50SaaStr 373: The State of the Cloud 2020, The COVID Beneficiaries Edition with Byron Deeter and Elliott Robinson of Bessemer Venture PartnersSep 10, 2020
  8. 27:55SaaStr 372: Sales Kick-Off Week: How To Prepare, How To Structure, How To Organise Content, How To Keep Teams Engaged with Latane Conant, CMO @ 6SenseSep 08, 2020
  9. 24:26SaaStr 371: Learning from the Lows, How Mailchimp Navigated Economic Uncertainty with Ben Chestnut, CEO @ Mailchimp and Jason Lemkin, CEO and Founder @ SaaStrSep 04, 2020
  10. 21:07SaaStr 370: Automation, The Digital Transformation Accelerator with Jennifer Tejada, CEO @ PagerDutySep 04, 2020