How do you know when to add another seller to your team? I recommend taking a lesson from hardware/software development teams everywhere: Reverse engineer the answer. How do we do that? By working backwards through the following data points: Bookings Target (E)Average Sale Price (or avg. TCV) (D)Opportunity Win Rate (C)Lead Convert Rate (B)Total Leads Needed (A) … Continue reading Scaling your Sales team
Category: Blog
How to Change Your Sales Team’s Territories
If you've ever altered Sales territories or had your own territory broken up, you know that shuffling sales territories can present a major challenge. Changing territory models altogether? That's on another level. I've been through this change twice and lived to tell the tale. I've also "inflicted" such a change on others. For you sales leaders … Continue reading How to Change Your Sales Team’s Territories
Account Management is Dead. Long Live Customer Success.
If you're in Sales, Marketing, or Recruiting, it's likely you've seen Customer Success Managers replacing the more traditional Account Manager role. When I say "Account Manager" I'm referring to the "farmers" in a Sales organization. Their job is to maintain customer relationships and up-sell. What this often boils down to is making sure renewals are … Continue reading Account Management is Dead. Long Live Customer Success.
