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[Music] hey everybody my name's Steve bryerson VP & Co head of sales here at discover org and today we're going to talk about structuring your sales team and why specialization is extremely important [Music] [Music] so when we think about building a sales team we spend all of this time hiring for those eight players once we get them on board we train them to be a players however and this is something that we ran into as well what I often hear is that we ask those same a players to do two or three very different roles across the sales team and so naturally what we've done is we've taken our eight players and we've turned them into B and C players so here's a glimpse into discover our sales team on how we overcame those issues we always had our Account Executives and our customer success managers our AES where our closers they passed those deals on to the CSM's but as we started to grow we realized that we needed to get more leads in at the top of the funnel so we asked our closers those account executives to prospect and find net new opportunities now that was a poor choice for their resources they were great closers they weren't great prospectors we had a couple that were great prospects there's they weren't very good closers so naturally the biggest lever we could pull was to scale our SDR team now the mistake we made once we brought on our STRs is that again we asked them to field both inbound leads and outbound now those are two very different goals inbound team you should be converting really really quickly outbound team you should be very strategic you know focused and personalized so we translated that SDR team into an inbound team as well as an outbound team now our inbound takes those leads round-robin stems out to our Account Executives so in the account executive team we've got a ramp team our mid team and our major team now the ramp team focuses on all the prospects with 25 or fewer employees the major team handles those top 150 accounts and then everything else is split across the mid team and the major team now anytime we're lucky enough to bring on a new prospect and turn them into a customer they then get passed over to that customer success team so what are our takeaways here number one by creating specialization we should expect to see better results because now we've taken those eight players we've let them focus on one very specific role the other nice piece about this that we to learn is that it gives the team members a natural career path they start on the inbound team they work their way to the outbound eventually become a ramp Account Executive hopefully into the mid and major accounts and by the time they get there they've seen everything a discover or prospect [Music] so if you enjoy today's content be sure to like it comment below and subscribe to our YouTube channel