The following is an excerpt from The Predictable Revenue Guide To Tripling Your Sales:
tips to sales leaders from a 3x repeat VP Sales
Brendon Cassidy was one of the first 25 employees at LinkedIn, building their corporate sales team from scratch, and the 8th employee at EchoSign, taking them from $1 million to $50 million in ARR and an acquisition by Adobe. He’s now VP Sales at fast-growing TalkDesk. Here are lessons he learned from both his success & failures.
5 To-Do’s for Great Sales Leaders
1) Drive Deal Size Up As Quickly As Possible. Small deals pay the bills, big deals drive growth. Small deals are a fantastic way to get started, get fast feedback, and build testimonials and word of mouth. But fast revenue growth is usually in bigger deals.
(2) Great Reps Perform In 30 Days. At Talkdesk, our first rep closed $150k his first 30 days. That’s not luck. You won’t always see sales numbers that fast, but if you’re gut tells you that person was a mishire, your gut is probably right.
(3) Honesty From Top To Bottom. There’s a bias towards being dishonest in sales. You and your reps are too optimistic about deals, and this clouds the truth. Not knowing where reps and managers honestly stand – with deals, pipelines, or each other – creates uncertainty and anxiety. You can’t forecast without coaching reps to be brutally honest about deals. You can’t solve problems if you are too busy or nervous to dig into the sometimes-painful or embarrassing truth of your situation – and share it with the team and CEO.
(4) Great Sales Teams Stay Together. Again and again. Folks that know how to make a lot of money together want to continue to do so. You should see very little churn amongst your top sales team members and managers — if any. If you see material churn, there’s a real problem somewhere.
(5) Outbound & Inbound Aren’t Either/Or, They Are “Yes”. Always be doing both. The question is just the relative ratio, and when to begin or expand each.