Over your career, what best practices can you share with working with the sales team?

Often times I find the most vocal sales reps are actually not the best ones to provide you with feedback, and often end up distracting you. I like to form relationships with the most successful sales reps, and the leaders. Those are the ones you can learn from to help the more vocal ones (that are sometimes struggling the most). I also find being close with the sales engineering/solution engineering teams crucial. Most of the time the sales teams are mainly the door openers. They are great at re ...Read More

Who am I speaking with? How often? I have a regular connect with the Sales Director for audiences my team is accountable for where we speak about high level performance to strategy, gaps to target, escalations, themes we need to address etc. I also have a regular group connect with a collection of cross-functional revenue leaders for a more holistic conversation - sales leadership, enablement, merchant success, finance etc. These conversations happen on a bi-weekly basis and act as a mini-govern ...Read More

Throughout my career, working closely with sales teams has been key to driving successful product launches and building stronger customer relationships. Here are a few best practices I’ve found effective: Open Communication: Establish regular, open dialogues with the sales team. Ask them directly what messaging has resonated with clients and what hasn’t. Sales teams are on the front lines, so they (should) offer invaluable insights into how the product is perceived in real time. This helps you r ...Read More

It takes time to build relationships and here are some tips I’ve found to be helpful in my career when partnering with sales, from being open to feedback and delivering quick wins to celebrating team achievements and being a constant learner. This goes beyond the need to have shared goals and an understanding of roles and responsibilities. Be Open to Feedback When I first start working with a team, I conduct a listening tour to understand what's working well and where improvements can be made. I ...Read More