A CEO's startup guide for SaaS sales success

During our final all-hands meetup of 2023, I announced that we had closed some really good deals to end the quarter strong. I was excited to take the opportunity to praise our growing sales team with much-deserved accolades. I reflected that our team believes in our product and that their sales strategies are first-class, and I also highlighted how their sales roles can be difficult at times.

Having said that, our sales team fits the bill for what I believe are some key requirements for a successful SaaS startup. They must be product experts and evangelists. Your sales team should understand the customer or prospect’s pain points. Authenticity and a to-the-point mentality are always great traits to have, as are excellent relationship-building skills and simply being fun, good people. Your sales team should also be motivated by compensation and mentorship.

As we begin 2024, companies, including unitQ, are again moving to meet their quarterly sales KPIs. As we do so, here’s a deeper dive into some key areas startups should consider when it comes to the right sales team.

Continue reading this column in Forbes, where it originally appeared.

Christian Wiklund is unitQ CEO.