Our goal at Building the Sales Machine is to enable sales leaders in the tech community to learn from each other. We’re all in this boat together trying to disrupt the norm, to make people’s lives easier, better, & more fulfilling. We’ve been bringing some of these leaders and strategies to life through our articles, meet-ups,
In Management by Metrics: Part 1 I talked about the path to a metrics based management environment and outlined the first couple of steps. To recap, these are the steps I’ve used successfully to build a culture of management by metrics: Be curious Observe Dig into the numbers Look at the trend Understand averages Diagnosis
Our goal at Building the Sales Machine is to enable sales leaders in the tech community to learn from each other. We’re all in this boat together trying to help revolutionary companies disrupt the norm, to make people’s lives easier, better, & more fulfilling. We’ve been bringing some of these leaders and strategies to
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
Our goal at Building the Sales Machine is to enable sales leaders in the tech community to learn from each other. We’re all in this boat together trying to help revolutionary companies disrupt the norm, to make people’s lives easier, better, & more fulfilling. We’ve been bringing some of these leaders and strategies to life through
These days sales people are taking advantage of technology in ways that never could have been imagined years ago. The “sales stack” is becoming as important as your training process or sellers themselves. With so many new, innovative tools out there it’s hard to know what’s essential and what’s just a “nice-to-have”. We’ve taken some
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
Depending on who you talk to, sales enablement means different things to different people and takes on different forms at different companies. It’s a field that suffers from being poorly defined. I’ve struggled to define it myself, and I’ve worked in sales enablement in some form or another for most of my career. When I’ve
