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What is your advice for creating and/or improving the sales process when joining a small but growing team? Particularly for a small company with no or little structure?

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4 Answers
Establishing the Sales Function
  1. Alicia Lewis
    Alicia Lewis

    Notion Mid-Market Sales Leader • 9mo

    My advice would be to stand up the lightest workable process you can actually run, then iterate weekly. I've found great value in building the process with one or two respected reps to ensure adoption and to surface edge cases. Make sure everything is documented and visible in the CRM so coaching and decisions are made based on data. Keep things simple by using clear exit stage criteria and standardize only the fields that drive action (e.g. next steps date). Leverage a shared framework like MED ...Read More

    494 Views
  2. Greg Baumann
    Greg Baumann

    Outreach Sr Director of Strategic and Enterprise Sales • 9mo

    When sales leaders at 0-1 companies are doing this well, I've noticed that they're all regimented about understanding why they're winning and losing deals. It sounds simple, but few are willing to really do the work to inspect deals, and it creates a lot of noise in a small company that's assessing PMF and figuring out where-and-how to grow. Take the time each month to review your sales funnel: be specific about what's moving and what isn't. Revisit those notes and adjust quickly to the patterns ...Read More

    470 Views
  3. Michael Buscemi
    Michael Buscemi

    Zip Sr. Director of Sales • 9mo

    Join as many calls as possible in as little time as possible. Learn and map to whatever process you subscribe to. In my experience, it’s best to co-build this process with your best reps. They will intuitively know the steps to push a deal forward. This is the way to building out a more sustainable process.

    545 Views
  4. Andrew Zinger
    Andrew Zinger

    Ironclad Senior Global Director, Revenue Enablement • 9mo

    Such a great question and one that many folks struggle with. In my mind, the job of a sales leader looks very different depending on whether you’re at a small/startup stage or a large/established company. The differences really come down to scope, focus, and maturity of the sales function/sales org: 1. Role Focus Small Company: You’re a builder–seller hybrid. Often still in deals yourself, while also creating the sales playbook, defining ICP, setting up the infrastructure (CRM, LMS, etc) and hir ...Read More

    427 Views

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