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Training New Sales People for SaaS Company


Sales are the backbone of any business, and a SaaS company is no exception. The success of a SaaS company depends on its sales team’s ability to close deals and bring in new customers. However, training new salespeople for a SaaS company can be a daunting task. In this blog, we will discuss how to train new salespeople for a SaaS company and provide some tips and tricks to help you succeed.

Understanding SaaS:

Before we dive into the training process, let’s first understand what SaaS is. SaaS stands for Software as a Service, which means that the software is hosted on the cloud and accessed through the internet. SaaS companies provide software solutions to their customers, which are usually billed on a subscription basis. SaaS is a rapidly growing industry, with a market size of $157 billion in 2020, and it is expected to grow to $307 billion by 2026.

The Sales Process:

The sales process for a SaaS company is different from traditional sales. SaaS sales are usually conducted online, and the sales cycle can be longer than traditional sales. The sales process for a SaaS company usually involves the following steps:

1. Prospecting: Identifying potential customers who may be interested in your product.

2. Qualifying: Determining if the potential customer is a good fit for your product.

3. Demo: Providing a demo of your product to the potential customer.

4. Proposal: Creating a proposal that outlines the product’s features and benefits.

5. Closing: Closing the deal and getting the customer to sign up for your product.

Training New Salespeople:

Now that we understand the sales process for a SaaS company let’s discuss how to train new salespeople. The following are some tips and tricks to help you train new salespeople for your SaaS company:

1. Product Knowledge: The first step in training new salespeople is to ensure that they have a thorough understanding of your product. This includes understanding the features, benefits, and how it solves the customer’s problems. Provide them with product demos, case studies, and customer testimonials to help them understand the product better.

2. Sales Training: Sales training is essential for new salespeople. Provide them with training on the sales process, objection handling, and closing techniques. Role-playing exercises can also be helpful in preparing them for real-life scenarios.

3. Technology Training: SaaS companies rely heavily on technology, and it’s essential to provide new salespeople with training on the technology they will be using. This includes CRM software, email marketing tools, and other sales enablement tools.

4. Shadowing: Shadowing experienced salespeople can be an effective way to train new salespeople. This allows them to observe how experienced salespeople conduct sales calls, handle objections, and close deals.

5. Metrics and KPIs: Set clear metrics and KPIs for new salespeople to track their progress. This includes the number of calls made, demos conducted, proposals sent, and deals closed. This will help them understand their performance and identify areas for improvement.


Training new salespeople for a SaaS company can be challenging, but it’s essential for the success of your business. Providing them with product knowledge, sales training, technology training, shadowing, and setting clear metrics and KPIs can help them succeed. Remember, the success of your sales team is directly proportional to the success of your SaaS company. So invest in your sales team and watch your business grow.

We offer sales training, specific to SaaS companies, please contact us.