The Magic Acronym to Improve Your Win Rates and Forecast Accuracy

In 2008 I was running an enterprise team for Salesforce.com and had a dilemma with process integrity and CRM data - Enterprise reps were doing a great job in managing their big deal process and following the methodology, but for the smaller, higher velocity deals it [...]

By | December 22nd, 2016|Categories: Sales Management|Comments Off on The Magic Acronym to Improve Your Win Rates and Forecast Accuracy

Building Sales Operations Within Your Start-up

Have you ever wondered why your head of sales is struggling to give you an accurate view of next month’s forecast, or why the slick new reps that you brought in from a high flying SaaS company aren’t selling already? If so, you are probably ready [...]

By | December 12th, 2016|Categories: Sales Management, Sales Ops|Tags: , , |Comments Off on Building Sales Operations Within Your Start-up

How to Manage Your First VP of Sales

This post originally appeared on Saastr.com.  Managing a sales leader for the first time can be quite a challenge for any CEO – This article is intended as a basic guide for ensuring that your sales dragon doesn’t use their powers of persuasion to obfuscate your [...]

By | November 20th, 2016|Categories: Sales Management|Comments Off on How to Manage Your First VP of Sales

3 Sales Rep Profiles Leaders Must Understand

Horses for courses, as they say and I want to share with you a framework for thinking about sales talent profiles and when you should/shouldn't use them. There are a lot of different ways you can profile sales reps, however I find these three the most simple [...]

By | November 10th, 2016|Categories: Sales Management|Comments Off on 3 Sales Rep Profiles Leaders Must Understand