Editors note: This article originally appeared as guest post on SalesHacker.com As I began building my first sales team from scratch at Felix (now Home Advisor) in 2011 there was one thing that I wanted to make absolutely sure: I gave my reps every possible tool they needed to be successful. I had a product
I like to joke that sales teams have their own laws of physics. In the real world, what goes up, must comes down, that’s gravity. On sales teams, most sellers believe that any semblance of process is just busy work getting in the way of making money. The reality is that when it’s done poorly,
Sales management is one of those things that many people struggle to define, but they know it when they see it. Here at BTM we aim to shed light on this mysterious art, so that sales teams everywhere can benefit from sales management done well. So what do you need to be a good sales
Editors Note: Contributing post by Sam Jacobs, CRO of TheMuse.com, the employer branding platform helping companies recruit top talent. The most common mistake I see startups make is equating “scaling” to “hiring”. They are not the same thing. It’s incredibly common. A company makes it to ~$3M in ARR through the rapid conversion of early
Editors Note: This is a guest post by Karyna Do Monte, Founder of Archie.io We all know that no company can make essential decisions without accurate forecasting. From deciding who to keep on the sales team, to get a clear sense of budgeting, a clean forecast helps businesses to stay profitable and healthy. So it
If it’s not clear already, I am a subscriber to the school of process. Building sales machines is all about aligning and inspiring people and processes. That is why businesses who are in sales will use specific software to support their sales teams (check over here for more information on this) so that productivity is
That should turn some heads. Of course, some sales people are motivated by money, but not all of them and they don’t all start off that way. Coin operated sales people are made As someone who’s hired hundreds of entry level sales people, I’ve come to learn that they don’t come pre-formatted to understand commission
One of the best business books I’ve read in recent time is General McChrystal’s team of teams. I’ll have to write a post on it later, but the general theme is that it calls into question the traditional model of a “command and control” sales leader. It questions whether the fearless leader making all the
Editors note: This is a guest post from London Nagai, SDR Manager at TheSquareFoot The way sales teams are set up today, teams are often too heads down to realize what’s happening in front of them. BDRs/SDRs are so busy cranking out emails/cold calls all day, hoping for a positive response, that their motions can
Editors Note: Guest post by Scott Briton, Co-founder/CEO of Troops An increasingly vital group to the modern sales org is a creative and efficient Sales Development team. Despite the official category of “sales development” is still only a few years old, it’s a discipline that’s changing by the second. With many businesses creating business and
