Scaling a Sales Team

Good question! I evaluate every sales candidate who is interviewing to join my team on the same 3 criteria: 1. Sales Skills & Knowledge - key expertise & skills ...

Love this. How do you 'quantify' quality of relationship?

Fantastic question. As the first sales leader at a company, you’re essentially laying the foundation while also focusing on driving growth...which means prioritization is...

Email Templates based on vertical & title you're selling to (Outreach or Sales Loft) SFDC Dashboards to track accountability metrics Closed Won Recorded Call Librar...

Our sales team is structured into three segments: Enterprise (Upmarket), Mid-Market (Established), and SMB (Emerging Managers). Since we sell into VC's, our segmentation ...

Here's some advice I would give to someone tasked with taking the sales function up-market in an existing business structure: *What sales cycles are repeatable that have ...

When your sales team is just one or two people, but your product suite is broad and technically complex, it’s easy to get stretched thin. The challenge is balancing short...

First off, I'm going to assume that the question here is whether or not I have any advice for a "junior seller" who is a first sales hire. My advice is to ask your compa...

Great question. This is a common challenge, especially in startups that often focus on immediate results.At 200+ employees, adopting a sales methodology is not just appro...

In my experience, communicating the performance & progress of your sales team to the company helps to connect all employees to the mission. It can create transparency...

Motivating a sales team isn’t static—it changes as your team grows and matures. What energizes a team of three won’t work for a team of thirty. The key is to evolve your ...

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...

Great question. The way that we've thought about shared KPIs has evolved over the years, and continues to evolve, as I think is true of most companies.One of our mottos h...