Several years ago, Jason Lemkin at SaaStr wrote the post “What a Great VP Sales Actually Does. Where The Magic Is. And When to Hire One.” Recruiting – 20% of the time must be invested here the most important thing to do well for a Sales Leader is recruiting great…  Read More >

Many PE portfolio company CROs (and Sales Leaders across the sales organization) track their Sales Pipeline Coverage ratio as a KPI internally and use it for reporting to the Board of Directors.  They consider 3x to be a good coverage ratio. These CROs also set a goal for their global…  Read More >

When should sales managers focus on inspecting Opps during the Pipeline Review – higher up in the funnel (i.e. early) or later? Most sales managers engage later in the process when there is some problem with an Opportunity but by that point it’s too late. It’s natural to focus there…  Read More >

If you could only choose one for your company, would you hire the a) top sales management or b) top salespeople? This questions puzzles a lot of folks.  And the answer I hear most often is that having better sales reps is of a higher value to a company than…  Read More >