We live in a world of in a world filled with data. This over abundance of metrics puts exra burden on managers to both understand the math behind whats going on, as well as the people that they need to be managed. This is a tall order. To integrate metrics into your style of management,
So as the companies first sales leader, you’ve built the first team of sales people for a new startup, sales are good, and now you want to grow…. How do you scale up in order to hit your operating plan? Just One Thing (JOT) to take away : Scaling is more complicated than hiring, and experience
I previously wrote bout the motivation triangle, and briefly touched on the role that tasting success plays in motivation. Given it’s importance, I felt it deserved a little more attention in order to expand on the topic. Why is Success so important? Success taps into something even more powerful than just the rush that comes from
Few sales organizations provide proper sales training, even fewer focus on sales coaching. Sales training is useless without the re-enforcement of managers on the front line coaching to those same skills, and ensuring that those skills transfer to the field. Mark Roberge, in his book the Sales Acceleration Formula, made the following observation about sales
The are the four books that I’ve found most accurately reflect the reality of sales teams today. Each offers concrete advice that could be applied to any team to help make improvements. Sales Acceleration Formula Read it now. You should be doing everything in this book. Roberge breaks down Hubspot’s sales success into for major
I often say that there are no shirctuts in sales. Optimizing your sales team takes hard work and consistency, and it usually takes a couple of months before you see any change. That being said, one of those rare short term techniques that often goes overlooked is giving your team fresh Reasons to call ,
In recent years, a lot of the hot topics in sales have focused on getting leverage out of your sales team through technology. It all sounds really sexy, who wouldn’t want to get 2x or 3x out of the most expensive asset in a company (its sales people)? The issue is that most of these
After years of working in high volume short sales cycle sales, I’ve learned that motivation is a huge piece of the equation. These types of sales jobs are already difficult, but they tend to require handling a TON of rejection, and you won’t be able to handle that rejection unless you have a real reason
Editors Note: This is a repost of a guest post I did for CloserIQ here. The only thing more important than hiring great front line managers, is knowing how to hire great sales people. We know that HR should focus on these areas, among others, but no amount of incredible management or training can over-come
So you’ve decided to start a lead gen team to help make better use of your closer’s time? While very simple in theory, the reality is that it’s complicated to coordinate and incentivize 2+ teams in a rapidly changing startup environment. Here are some basic tips to get things started on the right foot: Set
