For non sales folks, a discovery call is vital because we as sales reps if someone is reaching out to us asking for information on our product, we have to vet them out and ensure they are not stringing us along, stealing our product, or a competitor being a secret shopper and stealing our ideas for their own product. We ask some questions, do some introductions and it's to ensure if someone is wasting our time. Our salaries are usually some base annual salary plus a percentage of deal amount.
CEO for a startup is a former engineer. He does not have sales experience and his own engineers repeatedly shit on sales reps, talking about how they will write little programs to destroy someone's email marketing metrics or take them on a long winded tangent while getting cold called. So he implemented this form on our website to bypass the sales team, allowing clients to meet directly with our security engineer, removing compensation for our lead generation sales reps. Repeatedly he will post messages shitting on sales reps internally from other companies, all the while boasting how he got 10 deals in one month set up that were referrals through our VC partner.
I strongly believe founders with no sales experience or CEO with no sales experience need to be completely removed from managing a sales team.
