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Sales Team
8 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Great question and something I love talking to (and sometimes 'debating') our leaders about - the idea behind 'what's the characteristic (or two) of your best seller you would want to clone?' For me, at the top of the list are 2 attributes I look for in potential sales team members: 1) 'Custom......Read More
4548 Views
3 Answers
Andrew Zinger
Fastly Senior Director, Global Sales Enablement • January 10
Another topic that is always top of mind for sales leaders, and their recruiting teams, is their employee retention scores. It is a massive expense to organizations when they see talent leave, whether regrettable or not, and have to spend resources recruiting, enabling and eventually filling that......Read More
2112 Views
1 Answer
Tim Britt
Freshworks Senior Director of Channels Europe • April 11
Sales leadership in a small company versus a large company involves navigating different challenges, priorities, and dynamics. Here are some key differences: 1. Scope and Scale: * In a small company, the sales team is often smaller, with a narrower focus and limited resources. Sa......Read More
445 Views
1 Answer
Tim Britt
Freshworks Senior Director of Channels Europe • April 11
When stepping into the role of Head of Sales at a startup that hasn't previously had a dedicated sales function, it's crucial to establish a strong foundation while driving rapid growth. Here's how to approach your first 30/60/90 day goals: First 30 Days: Building Foundation 1. Understand the ......Read More
410 Views
5 Answers
Katie Harkins
UserTesting VP of Sales • February 8
Here is my favorite hit list of OKRs for Sales: *ASP *Average Sales Cycle *# of net new logos *Total discos scheduled *Percentage to quota I've been at different organizations that also liked to measure the following: * Total Appointments//Discos * Total Pitches Completed * Total Numb......Read More
1233 Views
3 Answers
Roee Zelcer
TikTok Head of Sales, Products & Services • February 9
Essentially, scaling a successful sales team all comes down to the people you hire. The members you are adding as part of your team will define the team culture. I always aim to hire people that help create a culture that fosters innovative thinking to enable growth and progress. Similar to addin......Read More
2291 Views
4 Answers
Brian Tino
AlphaSense Director of Strategic Sales, EMEA • January 25
When you are the first sales leader at a company establishing the function, you're going to constantly battle the demands on your time. Personally, I tend to use a mixure of the Eisenhower Matrix combined with ruthless diligence of writing down my Top 3 priorities for the quarter, the week, and t......Read More
1828 Views
1 Answer
Tim Britt
Freshworks Senior Director of Channels Europe • April 11
30-60-90 day sales plan tailored to make a big impact at a new company: First 30 Days (Learning and Understanding): 1. Understand the Product: Deep dive into understanding the products, features, and value proposition. 2. Learn the Market: Research the industry landscape, competitors, an......Read More
407 Views
3 Answers
Katie Harkins
UserTesting VP of Sales • February 8
I recommend socializing KPIs in team meetings, emails and in your slack channels. I have a weekly schedule I've followed over the years: MONDAY: Make it personal, pre-call prep for the week, praise from last week, etc TUESDAY: Who needs to get excited about the next 4 selling days? Who needs a ......Read More
1231 Views
4 Answers
Katie Harkins
UserTesting VP of Sales • February 8
My process for figuring out what metrics to hold sales accountable for is related their percentage to quota each month//quarter & their W2. You can never take your eyes off the target. We are responsible for first and foremost revenue and making the company money. My favorite engineer use to call......Read More
921 Views