Establishing the Sales Function

Retaining top sales talent is crucial, especially in an industry where skilled sales professionals are in high demand. Here are strategies to help retain great talent:1. ...

Each week we keep pipeline generation expectations simple and visible. Managers set weekly targets and inspect them consistently. AEs are expected to keep roughly 4x cove...

A friend sent me a quote recently that sets a great standard for high-performing sales cultures. "Your best player must set the tone of intolerance for anything that ge...

However early you think you need to be getting out in front of your renewal process? Double it. Early bird gets the worm -- work with the cross-functional teams to unde...

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 wit...

I’ve only worked at “small companies” or what would be considered small vs a large enterprise. Based on that experience, small orgs move fast, iterate and are nimble. The...

This is so hard. The best way to do so is to make sure your sales team understands what a good customer looks like. What a good customer looks like.What are the typical p...

Assuming you are maturing from founder led growth, once the founder has more than 6 direct reports. AND, you think you don’t need founder involved in each deal.

Great question and I believe this depends on the maturity of your business. If you’ve already established and perfected pre and post sales you have a single owner over pr...

It’s not necessarily a surprise but it’s always eye opening how much there is to build when you get into the weeds. You tend to think there is more built than actually ex...

This is a good one! Many ways to answer this one. You have to ask yourself:How important is this to the business, my team or myself? Who will benefit the most - business ...

When sales and demand gen work off different gtm plans, alignment breaks down fast. In my experience, the key is to co-create KPIs that are tied directly to revenue outco...

30-60-90 day sales plan tailored to make a big impact at a new company:First 30 Days (Learning and Understanding):Understand the Product: Deep dive into understanding th...

This isn’t a one size fits all approach. Every leader should bring a different focus to their 30-60-90 day plan based on their leadership style, the stage in which the co...

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 drivi...