Ben Braverman (Chief Customer/Revenue Officer at Flexport)

The most important thing is B2B sales is list construction

In hindsight, Flexport should have invested in sales ops way earlier. Ben recommends a Sales COO position when the company starts to scale

Flexport’s best sellers had the courage to say no to transactional deals and embraced if/then statement to encourage long term engagements with customers to service more share of wallet in the long-run 

The most effective sales compensation plan at Flexport includes team based quota for managers (including the manager’s output), with no penalty for individual contributors underperforming. Additionally, managers were imcemtivized to drive long-term value by getting equity grants if they ramp new reps faster than average

90% of Flexport’s revenue originated fro outbound sales

- Ben learned more from interviewing executive candidates than anything else 

There is no other way to get real mentorship without working for them

Ben’s transition to CCO is a way for him the gracefully step down

Curious people are the best sales hires