Serent Toolkit

Serent’s Growth Team specializes in helping technology-enabled businesses achieve their goals.

Here at Serent Toolkit, our operations experts share their strategies, stories, insights, and best practices used while working to equip these high-growth and fast paced SaaS companies for success.

Recent Strategic Planning Posts

Developing an Effective Sales Hiring Process

Your sales team is critical to your company’s revenue growth, so recruiting the right reps is essential. Since sales is a high-pressure, high-turnover function, it’s not enough to find the occasional successful hire. Your team needs a reliable, scalable strategy for identifying suitable candidates—and ensuring their skill set aligns with your unique needs.

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Building a Sales Compensation Plan

Equipping your team to build a successful sales compensation plan is no small feat. We have identified 9 tactics that can help you lay the groundwork for creating the right compensation plan for your company.

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How to Map Your Sales Territory

Sales teams can create the optimal sales territory design for their go-to-market function by taking a few steps. They should leverage an understanding of the market database, prioritize account targeting and use key components of the sales strategy. The sales territory design heavily influences any sales team. It dictates the organization, the responsibilities of each role in the sales function and provides perspective on the sales organization’s size. Below we examine the essential steps for determining the optimal sales territory design for any B2B company.

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Sales Playbook

There’s no single, standard template for designing a sales playbook. You have to consider a laundry list of factors like the size of the deal and the product’s complexity. Do you have a good understanding of the need for the company’s product in the marketplace? What’s the competitive intensity in the market? And also, what’s the complexity of decision making for the customer? These are some factors that will influence your company’s overall strategy for sales on how it will pursue bookings growth.

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Account Targeting

As soon as your customer and prospect database is up and running, the next step is to prioritize accounts and advise sales representatives on how best to focus their efforts.

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Building an Effective Customer and Prospect Database

Go-to-market fundamentals have taught us the importance of the customer and prospect database in overall strategic success. Without the right prospect information readily available to the marketing and sales teams, the sales motion can quickly become reactionary rather than act as a proactive, targeted approach.

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8 Core Components to Building a High-Performance Sales Team

Revenue is the lifeblood of any company and the key to driving revenue growth is a high-performing sales team. It comes as no surprise then that scaling a sales organization is one of the most common issues on the minds of the hundreds of CEOs and founders with whom we have the privilege of interacting each year.

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Founded in 2008, Serent Capital is a leading lower-middle market private equity firm focused on investing in high growth service and technology businesses. Our operating model is distinct in its focus on business building. We strive to be an involved, value-added investor, capable of providing significant operational and strategic support to our portfolio company CEOs on the most critical issues that they face as their companies scale.

Serent Capital's ability to assist its companies is based on its principals' experience as CEOs, strategic advisers, and Board Members, and a deep network of formal and informal advisors.

Our mission is to deliver extraordinary returns by partnering with outstanding executive teams to grow exceptional businesses. Our success in this mission comes from our persistent adherence to our values.

Focus

Vertical Specific B2B Software, Data, or Tech-Enabled Services Companies

Enterprise Value

$15m to $250m
(Smaller for add-ons)

Company Size

>$5M of recurring or reoccurring revenue
(Smaller for add-ons)

Geography

USA & Canada

Growth

10% - 1,000%

Profitability

EBITDA up to $15M

Ownership

Minority or Majority Transactions
30-100%