Empower Your B2b Sales Development in Uae with Signnow

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[Music] my name is tariq baya i'm a co-founder at bezat bizat's a technology company that provides insurance and hr solutions so primarily what we do is we automate hr administration and payroll for small and medium enterprises within the uae and we do so at no cost and the way we monetize is through finding intuitive ways to distribute financial services at scale to both companies and employees we started in 2015 and since then we've raised over 31 million dollars of vc funding from both the region and u.s and european investors today the team's over 200 employees and we service a thousand smes within the uae in terms of endeavor we started the process in 2016. we didn't make it in the first local selection panel or the first international section panel but were shortlisted and selected in 2019 so there's a story there for every entrepreneur which is as long as you keep trying you'll find you'll find a path so being primarily in the small and medium enterprise space we really focus on how do we scale our b2b sales engine in the early days we were three or four employees and today we're closer to 40 sales people across the company and i'd say there's three main takeaways as we went through that scale-up journey the first is really being intentional in terms of how you specialize your sales organization the second is how you adapt as you scale and the third is how do you build a high performing sales culture so in terms of really having a specialized sales organization in the early days we had sales people who were doing prospecting who are closing a new business and who were actually maintaining the customer relationship post acquisition and what that really created was inefficiencies across the entire spectrum of the sales process so as we scaled we had specif specified sales roles so we built a sales development organization which was primarily focused on building top of the funnel pipeline and as we scaled pipeline then we were able to scale our sales team that was focused on closing and converting those prospects into new customers and that what that really enabled us to do was really focus on building top of the funnel before actually scaling the sales organization and even building a path for sales people to develop and grow their skill sets within the sales team so coming in as an intern or coming in as a fresh college grad and then moving their way up across the sales organization so it built a really great career development path the second is really adapting as you scale so in the in the early days when we wanted to increase sales we added more sales people but really as we grew the organization and once we hit at least 10 sales people we realized that if we can get an extra 10 percent of efficiency per person that actually ends up saving us a higher so continuing to focus on how do you drive productivity within the sales organization as you scale and rethink how you set up your sales process and the metrics you're looking at really becomes a cost-saving exercise and actually drives more revenue for the business finally we looked at how do we build a high-performing sales culture and as we looked at most studies conducted by mckinsey harvard business review what we what we realized is that high performing sales organizations are high performing because they're intentional and what that means is high performing organizations aren't afraid to continue to increase targets within a reasonable framework high performing sales organizations promote high sales people who are doing really well much faster than mediocre performing sales organizations and are actually more willing to let go of low performers so in essence as you scale your sales organization on the b2b side really focus on building specialized sales roles focus on adapting your sales organization as you grow and then be intentional about building a high performing sales organization