0/ Thread: Fascinating discussion on Structuring your #Sales with @JonathanAngv, COO of @aircall last night at @_TheFamily. I love it when experienced founders pass on what they've learned so new generations can move faster & avoid traps. A few highlights from last night 👇✨ 
1/ Process beats talent: 🤖 There are no good or bad salespeople. What matters is how they respect the process, and how well defined it is. At @aircall, they have changed their process over 100 times #continuouslearning #optimization
2/ The importance of metrics: 📈 Only one thing matters - MRR. It is displayed on screens in every room and every single person at the company knows this number by heart. Every target is determined in accordance with this number. Full #transparency
3/ The Aircall Sales Academy: 🎓 Employees actually LOVE to be trained. @JonathanAngv launched the Academy to bring new employees up to Aircall standards, training 4-5 people at a time through shadowing/classes. Results are insane, even experienced employees want to participate!
4/ Division of labor and motivation: 💪 Salespeople are much more efficient if they are specialized in one thing (SDR, Account Management...). They do NOT find it redundant so long as they have a clear roadmap of career progression.
5/ Psychology & Money: 💰 Salespeople have to love money, and to keep them motivated it's important to structure their bonus correctly. It's a delicate balance, but the essential rule is: The better they perform, the faster they should earn money.
6/ Sales are like a game: 🏈 One way to help your salespeople perform and stay motivated in the face of constant "no's" is to have an open office. Aircall is organized like a trading floor: loud, dynamic, intense, and people can laugh about having a bad sales day.
7/ The market is bottomless: 🤷🏻♀️ Sometimes you think you have contacted all prospects, but 1) your message/product has probably changed, so reach out again 2) the market is deeper than you think, many companies can't be found on traditional channels like @Linkedin
8/ Who to sell to: 👥 Contact at least 4 people in an organization, and do it in waves. There are usually several decision-makers involved in the process
...Would love to hear more lessons coming from your experience @jmbellot @StanMassueras @N_Marchais @Tanki64 @efounders
