# How to Fix the Economics of Sales-Led Motion for SMB Customers

Strategy optimization tips for sales to low-budget SMB customers.

- **Source:** [SaaStr](https://www.saastr.com)
- **Published:** 2025-10-02
- **Topic:** [Sales & BD](https://brifing.si/c/sales)
- **Original article:** <https://www.saastr.com/dear-saastr-we-have-a-sales-led-motion-and-smb-customers-and-the-economics-arent-working/>
- **On Brifing:** https://brifing.si/s/ac081f98-87b2-4e5e-b9fd-f8375727ef99

## Economic Challenges in SMB Sales

Companies working with low average customer value (ACV) face profitability issues with traditional sales methods. Especially in $5-8k deals, standard sales salaries become economically unfeasible.

## Successful Examples

Companies like Toast, Slice and Gorgias succeed in SMB market with $10k ACV and low margins. These companies achieve radical efficiency in their sales processes.

## Sales Team Optimization

Building SMB-focused sales teams is critical. Instead of high-paid experienced salespeople, young professionals motivated by $80-100k OTE should be preferred.

## Global Workforce Strategy

Sales teams in Latin America and Eastern Europe are used for cost advantage. Gorgias manages 20k SMB customers with this model.

## Need for Team Separation

Expecting high-ACV teams to handle SMB deals isn't realistic. Creating separate, specially trained SMB-focused teams is mandatory.

## Key to Sustainable Model

Radical efficiency in sales processes, proper team structure and cost optimization are essential for success in SMB market. Companies adopting this model can achieve long-term profitability.

## Sources covering this story

- https://www.saastr.com/dear-saastr-we-have-a-sales-led-motion-and-smb-customers-and-the-economics-arent-working/ — 

---

_Summary written by Brifing from the original reporting. Copyright in the original article belongs to its publisher; read the full piece at the link above._