Have you ever felt your sales team is spinning their wheels, spending too much time on tiny deals that barely move the needle?
I'm currently working with a SaaS with this problem.
They are a typical SaaS with a tiered pricing model.
The lower value packages are in the 100-200 ARR bracket, way too small to justify the manual, time-consuming sales process they're currently using.
The sales team wants to shift gears and focus on bigger accounts, re-engage lost opportunities, and proactively reach out to high-potential customers.
But there's a catch: they're flooded with small, 1-2 seat requests, leaving no breathing room for high-value activities.But it gets trickier.
Marketing is gearing up to ramp their lead-gen efforts significantly.
But if sales can't handle the influx, that's a poor customer experience and wasted marketing dollars.
To solve this challenge, we needed clear data to understand the potential impact of shifting our sales team's focus.
Specifically, we wanted to answer:
- What's the short-term financial risk if we stop manually handling smaller deals?
- How will this change affect overall sales performance?
- Do we need to grow the sales team, or can we squeeze more...
