Sales Org Design: Sales Management – Scope of Control

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 >

Why Managing Sales is Far Harder Than Just Selling

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 >

Sales Team Development: Key Selling Skills to Coach Your Reps

Here is a comprehensive list I’ve used to develop my sales teams:   Prospecting Outbound Calling Skills Email Prospecting Inbound Lead Prospecting Capitalizing on peak selling time and knowing the peak times Understands key prospecting insights Prospecting into inbound leads Developing Multi-touch & Multi-channel prospecting cadence Effective LinkedIn Prospecting Consultative  Read More >

Responsibilities of a VP of Sales

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 >

The 3x Sales Pipeline Coverage Ratio Is Wrong

Some CROs / VPs of Sales (typically with lack of experience) tell their teams that to have 3x in the Pipeline (in terms of $ value) or 3x of the quota target / sales bookings goal. But this is a mistake. It’s not only a generalized way of looking at  Read More >