Sales Management & Scaling Revenue Growth in B2B SaaS

The other day there was a post on LinkedIn about how some AEs (Account Execs / sellers) want to be promoted to sales managers.  I posted a comment that it is necessary for any executive to help illuminate for all AEs out there that they are misconstruing what management is…  Read More >

I recently spoke to a few executives of a software company who were wondering how to transform a “farmer” team to a “hunter” team. Sometimes it seems that this is impossible.  But that’s a generalized statement and it’s contextual to the people on the team. The key is to meet…  Read More >

The Blueprint for Scaling Your Sales I want to share a blueprint for how to think about scaling.  Scaling means that you are looking for “disproportionate growth results”.  This post is not meant to be tactical and it doesn’t cover any techniques but is primarily a general blueprint for going…  Read More >

John Wooden who is one of the greatest sports coaches of all time said “Don’t mistake activity and achievement“. And Lou Gerstner, a former CEO of IBM who turned IBM’s fortunes around, similarly instructed – “Don’t confuse activity with results“.  Being busy and making an effort doesn’t mean you’re actually…  Read More >

I believe that your people are your biggest asset.  And on a Sales Team your sales professionals will be either engaged or disengaged based both on your company’s and your Sales Team’s own culture.  I care personally about building a positive and high-performance corporate culture and Sales Culture that attract…  Read More >

Assessing Your Sales Force Strength to Identify Upside for Growth If you need to assess your overall B2B Sales & Revenue Growth capability and strength, below are the key and high-level areas that I recommend to audit.  This doesn’t mean that you must do a deep dive into each and…  Read More >

If you aiming to build a “sales machine” that generates repeatable, predictable, scalable and sustainable revenue and growth, you need to first systematize your sales – i.e. you have to develop a System for yourself. Such system, just like coaches develop for their professional sports teams, in turn comprises several sub-systems and…  Read More >

For a CRO or VP of Sales to be truly great, they must first be great at recruiting and building winning sales teams.  And that starts with first becoming a great evaluator of talent. If you’re not there yet, you should learn how to identify talent when others totally can’t…  Read More >

Hiring sales talent is the top priority and probably the most urgent skill for a CRO / VP of Sales (or a CEO who is hiring their sales executive).  However, most companies’ sales hiring process is not done well – I’ve seen this often. Here are a couple of tips…  Read More >