Hey - Marc here.

Happy Saturday morning, motivated B2B SaaS Founders!

Here's at least one tip to keep in mind as you grow your B2B SaaS company:

Today's issue takes about 5 minutes to read.

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In today's issue, I share some key takeaways from SalesScreen CEO and founder Sindre Haaland’s presentation at Nathan Latka's conference “SaaS Open 2023” in New York. He discussed how they built a culture to drive efficiency, $8m in ARR, and $150k in ARR per employee.

Sindre was born and raised in Norway but lives in Brooklyn, New York with his wife, son, daughter, and Maltipoo dog. He mentioned that he has a pretty famous brother named Halen Haaland, who is a well-known Norwegian professional footballer.

About SalesScreen

SalesScreen is a sales gamification platform that helps inside sales teams achieve their goals while making the sales process fun and engaging. Founded in 2014, SalesScreen started as a bootstrap company, which is deeply ingrained in Sindre's DNA.

Before it became SalesScreen, they were a consultancy business named Dogu. Sindre was only a 3rd-year student at the Norwegian University of Science and Technology and wanted to start a company with the smartest people in his class before the big firms snatched them up. The rest is history.

The company has since grown and is expected to reach around eight million dollars in revenue this year. SalesScreen serves a diverse range of inside sales teams, providing them with the tools to visualize their data, create healthy competition, and motivate their team members to achieve outstanding results.

With SalesScreen, sales teams can dial extra 10 calls a day, supercharging their sales efforts. The company has a strong focus on efficiency, aligning actions with outcomes, and breaking down goals into bite-sized actions for individuals to take.

Challenges

It took Sindre a year to develop the appetite for burning cash and embracing growth.
He struggled with spending money after raising funds in 2018. However, as the market dynamics shifted, he realized the importance of efficiency and right-sizing the team. SalesScreen returned to its bootstrap roots, focusing on being lean and effective.

Advice to Other Founders

Have a clear strategy and plan.
To grow a company efficiently, you need to establish a top-level strategy and ensure that everyone in the organization is aligned and working towards the same goals. Clear expectations, effective communication, and transparency are essential elements in this process.

Break down outcomes and objectives into actionable steps.
Don't just focus on high-level goals; instead, break them down into monthly initiatives with key deliverables. By creating a structure that clearly outlines the key actions individuals need to take to achieve these goals, you can drive progress and keep everyone on track.

Celebrate both big and small achievements.
Different individuals are motivated by different factors, so understand what drives your team members. Visualization, accountability, healthy competition, and recognition are effective ways to motivate your team and keep them engaged—ensure that everyone feels seen and recognized for their efforts.

TL;DR

Sindre Haaland, CEO and founder of SalesScreen, shares how they built a culture to drive efficiency at SaaSOpen 2023 in NYC. As a sales gamification platform that empowers inside sales teams to achieve their goals and make the sales process engaging, the company focuses on breaking down goals into actionable steps and motivating individuals through visualization, healthy competition, and recognition. With a lean and efficient approach, SalesScreen helps sales teams surpass their targets, keeps them motivated, and celebrates their achievements.

PS Here is a link to the full interview if you are interested in listening to the full episode: How SalesScreen Built a Culture To Drive Efficiency, $8m ARR, and $150k in ARR per Employee

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See you again next week.

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