Frameworks for Hypergrowth

To be one of the fastest-growing companies in the SaaS industry, you need predictable, scalable and repeatable systems. Pete Crosby from Ometria explains.

Back in June, we staged our second #SaasGrowth conference, at Here East, part of London’s Olympic Park. There were over 350 SaaS professionals in the audience, watching more than 40 of London’s foremost SaaS experts share their knowledge. Even if you couldn’t make it, we want to share the inspiration and education with you through our #SaaSGrowth2019 articles.

Pete Crosby

In an industry full of extremely special leaders, Pete Crosby stands out as one of the greats. He is genuinely one of the best sales leaders in the world. Pete is CRO at Ometria, doing incredible things for that company. He is also a long-time friend of Sales Confidence. I’ve lost count of the number of our events that he has presented at, including both SaaSGrowth events. Pete is also a winner of our SaaS Sales Leader of the Year award.

The title of Pete’s talk at #SaaSGrowth2019 was ‘Building the sales machine for hypergrowth’. As part of it, Pete expanded on a topic he talks about quite regularly with us, frameworks.

What are frameworks?

A framework is a system you use to carry out a task in your company. Frameworks should be:

· Predictable

· Scalable

· Repeatable


Frameworks need to be consistent, so you follow them every time you perform that task. You should be able to bring them into different categories and territories. Other people should be able to carry out that task by following your framework. Frameworks are the moving parts of your sales machine. They are also the reason why you can go on holiday for two weeks knowing everything will still be there when you get back!

One of the things that always surprises Pete is how few people have frameworks in place at their organisation. When he interviews people and asks them about frameworks, they struggle to articulate it.

‘They look at the ceiling, then just hit you with something they made up on the spot! But I want to hire people that are able to handle difficult questions and deliver them well.’

The people framework

In his #SaaSGrowth talk, Pete talked about five frameworks he uses at Ometria to build a hypergrowth organisation. Once you’ve finished reading this article, go to YouTube to watch the video.

Right now, I’ll explain one framework that Pete illustrated for us, the people framework.

‘Your company is a load of lines of code, a bunch of people and nothing else!’

People are what sets your organisation apart. Having the right people in your organisation is much more important than the best ideas. The right people will knock even an average idea out the park.

So how do you ensure you have the right people? At Ometria, it’s a rigorous interview process. The questions Pete or his team will ask are documented for every position, designed to help them find exactly what they are looking for; someone with values that align to those of the company, as well as someone who can achieve high performance.

Every candidate will be asked the same questions, so they can be compared against each other with consistency. Here are three of the questions Pete will always ask:

· ‘Tell me a little bit about yourself?’ — What Pete is looking for here is being able to talk from the heart about themselves without referring to their CV

· ‘Why are you amazing?’ — In the UK, people are often quite shy about this question, but you need to be able to sell yourself before you can sell anything else

· ‘Why could you be a good match for Ometria?’ — Here is where the candidate should be able to articulate why this company is the place for them, over and above anywhere else they may be interviewing

The way the individuals answer these questions also demonstrates their level of self-awareness, a vital skill in sales.

‘Have a framework, not an intuition. If you only have intuitions, you will hire for your bias and you will miss out on 70% of the candidates that could be wonderful for your customers.’

Over to you

Frameworks are the way to ensure consistency in an organisation which you can use to power your growth. Of course, frameworks are never finished. They are living and breathing. You should always be looking for ways to test and improve your frameworks.

Now, we want to know what you think. Tell us about some frameworks you use on a day-to-day basis. Or, what are the questions you ask at an interview to make sure a successful candidate will align with your values?

Let the Sales Confidence community know by leaving a comment below.

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