20Sales: Why The Founder Has To Be The One To Create The Sales Playbook, When To Hire Your First Rep, Why Junior is Better Than Senior, How to Manage Sales Rep Compensation, How To Onboard New Sales Reps and more with Lori Jimenez, CRO @ WorkRamp

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4.4 • 637 Ratings

🗓️ 2 August 2023

⏱️ 52 minutes

🔗️ Recording | iTunes | RSS

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Summary

Lori Jimenez is the Chief Revenue Officer at WorkRamp where she is responsible for sales, customer success, solutions engineering, sales development, and revenue operations. Over her 25-year career, Lori has a track record of scaling high-growth GTM teams at companies including Google, TripActions/Navan, Facebook, and Box.

In Today's Episode with Lori Jimenez We Discuss:

1. From a First Sales Job at 15 Years Old to Leading Sales Teams at Google and Facebook:

How Lori made her foray into the world of sales at the age of 15?
What are 1-2 of Lori's biggest takeaways from her time at Google, Facebook and Box?
What does Lori know now that she wishes she had known at the start of her career in sales?

2. The Sales Playbook: What, When and How:

How does Lori define the "sales playbook"? What is it not?
Should the founder be the one to create the sales playbook?
When is the right time for founders to make their first sales hires?
What is the right profile for the first sales hires?
Should founders hire 2 sales reps at a time? What are the pros and cons?

3. The Hiring Process: Building the Sales Team:

How does Lori structure the hiring process for all new sales hires?
What are the must-ask questions to ask in every sales hiring meeting?
What are the biggest red flags founders should look for when hiring for sales?
What are Lori's biggest lessons on how to navigate compensation discussions with potential sales hires?
What are Lori's biggest lessons on what title negotiation says about a candidate?
What are the single biggest mistakes founders make when hiring for sales teams?

4. Scaling the Machine: Bringing the Dollars In:

How does Lori approach discounting? When is the right time to do it?
Is old-school enterprise sales and entertaining dead? How has it changed?
How does Lori structure deal reviews? What is a good vs a bad reason to lose a deal?
How does Lori approach multi-year deals? What is good? What is bad?

Transcript

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0:00.0	break down an interview process into kind of chunks. Do they know enough to be dangerous?
0:04.7	And then the next deal in the process is the how. So how have they been successful? What stories
0:10.0	can they lean on and tell you how they've navigated through a win or a loss? How did they bring in
0:14.7	different resources? Peel back those layers and ask questions that can help you reveal how
0:19.4	they've navigated something really hard.
0:21.4	This is 20 Sales with me, Harry Stebbings. Now, 20 Sales is the monthly sales focus show,
0:26.4	where we sit down with the best sales leaders in the world to discuss their tips, tactics and
0:30.9	strategies to starting and scaling sales teams. Today, I'm so excited to welcome Lori Jimenez,
0:36.4	chief revenue officer at WorkRamp,
0:38.3	where she's responsible for sales, customer success, solutions, engineering, sales, development,
0:43.0	and revenue operations. And over her 25-year career, Lori has a track record of scaling
0:47.4	high-growth go-to-market teams at companies like Google, Tripations, now Navan, Facebook, and Box,
0:53.2	to name a few. But before we move into the show stay, you might remember in our amazing episode with Maggie Hot,
0:58.0	she mentioned a tool she could not live without called Pocus.
1:01.0	What is Pocus? Well, Pocus is a revenue data platform that makes it easy for go-to-market teams
1:07.0	to analyze, visualize and action data about their prospects and customers without needing
1:12.4	engineers. Pocus helps companies like Mero, WebFlow, Lume and Superhuman focus their sales and
1:18.3	success teams on the highest priority opportunities by surfacing insights at the right moment so
1:23.7	reps can take action quickly. Pocus gives you a 360 degree view into product usage, empowering you to act on insights
1:31.3	and fill your funnel efficiently.
1:33.3	Sales teams save 10 plus hours per week, digging through data to surface millions of new
1:38.3	revenue opportunities, learn more about why top PLG businesses trust POCS as their revenue data platform by visiting
	...

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