We are a startup with a SAAS offering. Our typical deal size is 40K. Our office is in a suburb of San Francisco. We just hired our first sales rep for the West coast. We want to hire another one for the east coast territory. Should we hire the person to work in our office or someone on the east coast?

Hello -- I've hired and grown both field sales representatives and inside reps for the last decade. I think the answer to this question depends on how your deals are currently won. If your deals are currently won over screen share or phone, it makes sense to hire the person on the west coast, and have them work directly in your office. Monitoring activity and understanding how deals move through the funnel, and fall out of the funnel will be easier when someone is in-house. If your deals require that you visit the customer in person, then I'd advocate for hiring them wherever your customer base is located. It seems to me like at 40k, this is an opportunity for an in-office hire. I'm happy to jump on a call to discuss in more detail.

Answered 6 years ago

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