Beacon9 draws on proven SaaS sales experience to help advisory clients build, manage and measure high-performing sales teams. We focus on SaaS sales recruiting, retention and results. SaaS Sales Advisory programs range from strategic—sales process, compensation, annual planning, and culture formation; to tactics and execution—creating a repeatable recruiting process, playbook development, team assessments, skill-based workshops, rep onboarding, and tech stack recommendations.
Evaluation
We’ll assess your SaaS company’s strengths and weaknesses using metrics and interviews to thoughtfully determine why the numbers are what they are. Once we understand the present, we can focus on the future.
Planning
Next, we’ll develop what we learned in the evaluation phase into an agile plan to shore up weaknesses and build on strengths. We’re experienced executives who will give you pragmatic goals and objectives.
Execution
When it’s time to execute, we can participate in board meetings, dedicated Slack channels, leadership standups, hiring evaluations, periodic check-ins, management sounding boards and more.
SaaS Sales Advisory Programs
Beacon9 SaaS sales advisory services are delivered as individual projects or on a retainer basis. Scope, timeframe, and deliverables vary based on specific needs, but common programs are outlined below.
SaaS Sales Planning
Collaborating with company principles and/or sales leadership, our deliverable is a quarterly and annual departmental plan with a look at historical performance, current state, and future goals. Our scope may include:
- SWOT Analysis
- Sales Process Definition & Documentation
- Annual Targets, Including ACV, TCV, etc.
- Quota and Compensation Plans
- Team Size, Org Chart, Roles & Responsibilities
- Culture Creation/Transformation
- Rep Skill Assessment & Development
SaaS Sales Playbook Development
Our deliverable is a final sales playbook, based on best practices and company internal resources. Our scope may include:
- Content Gap Analysis
- Sales Playbook Outline
- Content Collection, Sourcing & Editing
- Sales Playbook Creation
- Platform Recommendation
- Roll Out & Operationalization Guidance
Sales Leadership Support & Coaching
Our deliverable is ongoing leadership coaching and support, focusing on strategy and tactics to build & lead a high-performance, accountable team. Our scope may include:
- Leadership & Team SWOT
- Skill Gap Analysis
- Skill Coaching & Workshops
- Weekly/Monthly Coaching
- Monthly/Quarterly Planning
- Culture Creation/Transformation
- Process Definition and Implementation
Sales Data, Reporting & Technology Stack
Our deliverable is a sales tech analysis and recommendations plan with tools, processes, data strategy and workflow. Our scope may include:
- Sales Tech Stack SWOT
- Tech, Data and Reporting Strategy
- Optimizing for Rep Workflow
- Tools and Processes Recommendations
- Marketing Intersection
SaaS Sales and Marketing Alignment
Beacon9 brings a unique history and perspective to the topic of SaaS sales & marketing alignment. Marketing program recommendations are sales-aligned and often sales-integrated—with shared metrics and KPIs. A specific SaaS sales & marketing alignment program is also available.
SaaS Business eBooks from Beacon9
