In 2018, the commercial team here at Akkroo more than doubled in size, so it’s an exciting time in the Sales team. Akkroo has even been named as one of the top 50 SaaS companies to work for in the UK. This year, we’re continuing to grow our Sales team and as a business. This article explains how we do things in the Sales team at Akkroo, and how we’re set up for success.
How the Akkroo sales team is set up
There are two parts of the sales team here: Account Executives (AEs) and Sales Development Reps (SDRs, sometimes known in other companies as Business Development Reps).
The role of the SDR team is to carry out the prospecting, lead nurturing and qualification. Their job is to deliver sales qualified leads to the account executives. Our team is split between the UK and the US, and our SDR team spend their time talking to our potential customers – on the phone, over email, and in person at events all over the world. Instead of making hundreds of cold calls every day, it’s a mix of inbound and outbound prospecting.
In comparison, the Account Executives don’t do prospecting. They’re here to close deals. Once our SDR team has nurtured and properly qualified a lead, that’s when the AEs get involved.
One area where the whole Sales team get involved is events. The whole team has opportunities to go to events and travel all over the world. Recently Akkroo has exhibited at Exhibitor Live, MarTech West and MarTech East in the USA, along with a number of UK based shows such as Event Tech Live and B2B Ignite.
I’m always on the look out for great people to join our team. As we scale, there will be opportunities to develop into industry or territory leads within the Sales team, and to be at the forefront of shaping the event lead capture category.
Training, coaching and personal development
We provide lots of training opportunities, to help everyone take their sales experience to the next level. Coaching and training something I take very seriously – I always set aside time to provide feedback for the team, while allowing everyone the autonomy to learn at their own pace.
Our whole team has completed the Winning By Design training – the best SaaS sales training and coaching. The whole team is now certified in Winning By Design – and we offer all new team members that opportunity.
The Winning By Design training has added structure and confidence to our sales process, giving the whole team a common methodology to work from. We speak the same language and follow the same workflows, which makes it easier to communicate within the team. It’s helped us navigate through enterprise sales processes with confidence, and made it easier to onboard new team members.
Tools we use
Our Marketing team recently opened up about some of the tools they use every day, so I wanted to share some of the tools the Sales team use to help them be successful:
- LinkedIn Sales Navigator – this has helped us develop a structured process for prospecting, and made a huge difference to our SDR team.
- SalesLoft – this is a sales engagement platform, that helps you really understand your customers’ needs.
- Refract – this is one of my favourite tools. Our Sales team record all their calls, and anyone on the team can listen back and analyse them. I run regular call reviews with the whole team, to provide coaching where needed and reinforce the strengths of each particular call.
Working in the Akkroo Sales team
To sum up what it’s like in the Sales team at Akkroo, I’d say that trust is at the heart of what we do and how we do it. We’re not clock watching or setting outdated call targets. Instead, we’re building a solutions and results-driven team, where everyone has a real sense of pride and ownership over their work.
It’s a place where Marketing and Sales actually get along and share common goals. Everything Marketing does contributes to the success of Sales team – and vice versa. We’re building something special here, with a rapidly growing the team, and big plans for expanding into the US.
If it sounds like the place for you, here’s a link to our jobs page. If there’s no sales roles currently advertised, please feel free to reach out to me on LinkedIn about your interest in Akkroo.