#93 How to build a sales team from scratch to add EUR >10M ARR in 2022 with Ben Bauer, Managing Director Germany at Yokoy

Europe's B2B SaaS Sales Podcast

Yokoy is on a mission - and on track - to become a FinTech unicorn.

This means growing from 50 to 250 people in record time.

Ben Bauer leads the way for DE, building his team from scratch to 30+ reps quickly.

Here are 3 things I learnt from Ben:

1️⃣ 1% bad gut feeling is 100% no in talent acquisition.

Ben only hires sales talent where his gut feelling is a 100% yes.

Even under high pressure to staff open positions quickly.

Because hiring talent that is not a fit is just too expensive.

Even if they have a stellar track record from Salesforce or Google.

2️⃣ Friendly competitive tag teams are great.

Ben currently builds SDR x AE tag teams per region.

This means 0 direct competition on target customers.

But also a natural performance-oriented contest of who does best.

3️⃣ Why Ben “joined the dark side”.

He started out in marketing but loves “being on the frontline”.

Still reading lots of psychological books like Never Split the Difference.

But applying the gained knowledge in synchronous communication.

#salessuccess #startupsales #entrepreneurship #startup #salesplaybook