Tech PE - Generating Alpha & Superior IRR

“Select for traits, train for skills” – Chris Lytle, The Accidental Sales Manager   Recruiting talent (and building high-performing teams) is the #1 priority for a CEO, CRO or a VP of Sales for any B2B SaaS company. Previously, I wrote about the importance of and how to make your…  Read More >

I notice in many B2B SaaS companies there is a wrong organizational design starting with too many “player/coaching” issues which is function of what is known as a “Scope of Control“.  Read on… and if this is feeling like it’s just academic or theoretical then I really recommend you to…  Read More >

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 >

Many companies don’t hire well for sales rep roles or even at executive level such as for a CRO or for a VP of Sales role.  They focus too much on teachables rather than on unteachables.  That’s one of the many mistakes to avoid. Dan Ross, the SVP of Commercial…  Read More >

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 >

Every VP of Sales has 3 key managing responsibilities and roles at the company: People manager: Build a successful sales team Customer manager: Provide exceptional customer experience Business manager: Attain the business and sales goals Sales Manager: Create and manage the system for the sales force Originally this was covered by…  Read More >