You need to employ your salespeople for 5+ years.

SaaS and AI has become 10x more complex than what we sold a decade ago.

It used to be simple solutions solving one problem.

A sales rep could learn it in 30 days and be crushing it by day 90.

But today products are far more nuanced and complex.

In addition, buyers are empowered with AI and their own research.

For salespeople to remain a vital aspect of the buying journey, they need longer tenures and more knowledge and expertise.

To get there, sales employers need to shift away from high pressure and high quotas and toward long-term employment, development, and education of their salespeople.

If you've ever sat through the buying process, you know the difference between an 18 month AE vs a 4 year AE. 

Your prospects deserve to speak to experts. 

Strategize for developing those experts.

It won't happen with high-pressure / short-term tactics. 

Long tenure sales orgs will win the next decade in tech.

When we think about what buyers need, it becomes indisputable that longer tenure salespeople is the right path.

There's simply too much to learn for salespeople to become extremely valuable, it's a multi-year journey that can no longer be condensed.

Those who don't strategize for this will continue to struggle with sales performance.

Happy Selling,