A VP of Sales must operationalize a process for all the Sales Managers to conduct assessments of the Opps in the Pipeline during an Opp Review meeting and check for “Red Flags”.  Otherwise you get a lot of “UFOs” (i.e. “Unlikely & Failing Opportunities”) that you just don’t want or…  Read More >

As a VP of Sales, you know your reps don’t have unlimited time to work their live deals.  You must coach them to prioritize their Opps in the pipeline to ensure that they are on track to hitting its goals.  By analyzing the Pipeline and focusing on the highest probability…  Read More >

Finding good salespeople is hard but it is much harder if you don’t have a process to make your hiring systematic and scientific. While some of the hiring can be an art, a lot of it can also be a science too.   Key Steps: First create a good Sales Org…  Read More >

“If you can’t describe what you are doing as a process, you don’t know what you’re doing.”  – W. Edwards Deming ——- These are the topics the CEO & CRO of a $20M-$100M+ in ARR PE-Backed company must consider: First Step for PE Portfolio Companies Engineer & Optimize an Effective Sales…  Read More >

I was recently asked what a new Sales Leader should do during their first three months (i.e. the first quarter) at their job.  And just the other day, I saw a link from SBI posting a video where Matt Sharrers (the CEO of SBI) asked Eric Vermillion (a former CRO of BlueCat)…  Read More >