About Me
Sales Leader and Strategist
After 20+ years of being in the sales profession and 10+ years in sales leadership, there have been patterns that have emerged which have been proven to drive and scale revenue within organizations. I work with C-level executives and founders to understand their “real” current state and map out an iterative process to scale the sales organization based on agreed-upon goals. Here are 4 high-level pillars we work on to scale the sales organizations (these pillars build on each other):
1. Setting Expectations:
This first item is the most important item – if unrealistic expectations are being set with either the sales team or the executive team it will be almost impossible to hit your goals.
✔ Including hiring and on-boarding of your sales team
2. Data-Driven Decision:
It is surprising how many organizations are managing the company by “gut” feel. I recommend that you get a handle on the following data points:
💲 Close Rate
💲 Deal Velocity
💲 Average Deal Size
💲 Churn Rate
3. Sales Pipeline:
This is not just a pure numbers game, we are talking about a “real” pipeline – the health of your organization will be based on your pipeline
✔Example – If your close rate is 25% then you will need at least 4 times your revenue target as pipeline
4. Align with the Buyers:
This is where many organizations struggle, they are so focused on their sales process and the features/functionality of their product that they forget the customer
✔Additionally, this is not a one-time process, this pillar needs to be revisited often as an organization scales and markets shift.
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Three qualities that set successful salespeople apart
Successful salespeople (you could say that these qualities could be true for any employee, not just salespeople) possess three qualities that set them apart from the rest: passion, integrity,
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At The Sales Change Agent we are about alignment and execution
– These are key attributes for a successful partnership! –
