Tech PE - Generating Alpha & Superior IRR
PE Value Creation - Getting an Edge
Every effective VP of Sales needs to create and use a tool known as a Skillset Matrix to validate the skills, knowledge, and proficiency of their sales teams. There are different types – one can be based on ratings which rate the skills available on the team. And it will… Read More >
A couple of years ago, I was invited to present at the annual Inside Sales – Sales Acceleration Summit and I talked about “The Science of Sales” (InsideSales.com posted the presentation on Slideshare). It was fun to see that the other presenters at this event were the likes of Steve Young, a… Read More >
Here are the lists of analyses and reports that you can use to manage GTM (mostly Sales & Marketing). Some of these are contextual and there are additional analyses I’d do for different types of companies but if you are running a B2B sales & marketing org in SaaS then… 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 To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework for the… Read More >
If you read “From Impossible To Inevitable: How Hyper-Growth Companies Create Predictable Revenue“, you probably remember one of the first top takeaways when Jason Lemkin and Aaron Ross wrote in their best-seller: “Lead generation is the #1 lever that drives revenue growth, and can create hypergrowth. You’ve been trying to grow your… Read More >
There are several problems that organizations face with a typical/average manager based on research published in the Harvard Business Review. It turns out that many “leaders” are actually not able to perform a leadership function effectively. It is a real obstacle for companies if someone who is supposed to be… Read More >
A lot of folks in the business world have senior titles but don’t understand how to lead. There is a difference between managing people and actually being a true leader. Many managers are task-masters who know how to control and crack the whip, not how to lead. Dwight D. Eisenhower,… Read More >
If you’re a couple of quarters into the year and your sales team is not attaining their goals or quota targets, here is what you can do. Use the framework of focusing on the 5 key elements of sales management or the 5 P’s – People, Planning, Process, Pipeline and… Read More >
Most PE funds look exclusively at results of the potential investment’s sales team, rather than inputs, and answer based on whether their sales team hits their number. Here’s the rub: hitting the number does not necessarily mean you have a good sales team. Alternatively, if your sales team misses their number (even… Read More >
Sales management is a difficult endeavor to master, with many nuances amid a constantly-changing environment. Enter Jason Jordan, an author, recognized thought leader and a partner of Vantage Point Performance, a leading sales management training and development firm. Jason wrote “Cracking the Sales Management Code: The Secrets to Measuring and… Read More >
Every A-player sales rep knows that to be at the top of their game, they must combine the art of sales with some science. Reps need to have a handle on leading indicators so they can build their own personal scalable, repeatable, and predictable sales processes that help them consistently… Read More >
As a sports fan, you are familiar with the adage, “Practice like you play.” Coaches preach this mantra repeatedly, to instill a mindset of intensity and improvement among their players. Unless a player practices as if they were actually playing in a competitive game – running plays against defenders, competing… Read More >
For a sales manager looking for his first deep dive into sales analytics, it can be daunting trying to determine which sales performance metrics to focus on. Well, sales managers can consider their problems solved, with the release of our new infographic – produced in collaboration with InsideSales.com – displaying… Read More >
Measuring sales key performance indicators (KPIs) for your sales reps is critical for sales performance management and building a predictable, repeatable revenue generation process. Studying the “right” sales performance metrics lets sales managers determine which reps are struggling and in which areas they need coaching help with. Unfortunately, a lot of… Read More >
Sales managers depend greatly on the information provided by accurate sales forecasting to guide their business decisions. In order to maximize sales and revenue while delegating resources and sales reps more efficiently, sales managers need to be able to predict the future performance of their organization as closely as possible. Here… Read More >
As a successful sales manager you must differentiate between your sales pipeline review meeting and sales forecasting meeting. These meetings are different and serve two different purposes. Though they are both meant as a way for sales managers to monitor sales, key leading indicators, and strategy, and to coach reps– they… Read More >
Highly successful sales managers lead their teams to close more deals. Among the key traits of successful sales managers is the desire to manage their business by the numbers, and as a result they make better decisions. Therefore, they regularly view sales reports for clear visibility into the key metrics that… Read More >