Now that I’ve spent the month writing about sales playbooks, it seemed like the time for a quick roundup. If you were to ask me three things I attribute to my sales team’s success, our sales playbook would be on the list. That’s because the sales playbook contained so much of what made us great. […]
More than any other department, sales relies on tracking and measuring. Metrics are the heartbeat of a high performing sales team. You may start with just the basic reporting available in your CRM, but to scale and to improve your team you will need specialized reporting as well. Your CRM will give you data on […]
If you are growing your sales team, you need a repeatable recruiting process. And it’s never too early to start. Even if you are just about to go recruit your first real salesperson, you can start with a theoretical “best practices” process that you then tweak and build upon as you get your feet under […]
When I was creating my first sales playbook I spent a lot of time wondering what was actually in one. As a new sales leader, I had never actually seen a sales playbook. And web searches weren’t much help. A few of my salespeople were kind enough to show me playbooks they had from previous jobs, […]
When I was a new sales manager, compensation planning was one of the biggest gaps in my knowledge. Having not been a sales rep myself, and only a founder who sold, I had never personally had a comp plan. When I created my first SaaS comp plan, not only did I have no clue to […]
A question that gets tossed around a lot among start-up founders who are selling is, “How long should I be involved in sales?”. Exactly how founders participate in selling varies depending on the company, of course. Some founders are the first salesperson in their startup and keep personally selling as they grow a team. Others […]
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. Here’s how to help your team be more curious.
The best sales people are naturally curious. They instinctively ask the right questions, at the right moment, in the right tone. This trait helps them gather key information, bond with their prospect, sell consultatively and win more deals. According to Harvard Business Review, “Curiosity can be described as a person’s hunger for knowledge and information. […]
Married2Growth’s Anna Talerico explains why you must interview your sales rep candidates the same way your buyers buy.
I know this sounds tough, but it’s really not. It’s just a different process for SaaS recruiting. If you find it hard, remember it’s much harder to lose time, money and momentum with bad hires.