Sales Basics
The best founders are often successful because they are able to sell with passion, with charisma, with a vision for change.
While these are important assets for sales professionals as well, when you are ready to start scaling you will need to have a solid, measurable foundation to successfully hire, manage and support your sales team with.
The sales basics every scaling sales team requires are at a minimum, an obtainable forecast based on sales data or justifiable assumptions, ambitious but obtainable quotas that track to your forecast, and an activity map and underlying "funnel math" for your future team members to understand what it will take to be successful and blow their targets away.
Other areas of review are knowing in detail who is your ideal client profile (ICP), where they frequent, how many of them there are (Total Addressable Market - TAM), and how strong your unique sales proposition (USP) is.
There are a million different TLAs (thee letter acronyms) but we are here to help simplify the process and provide you with simple, straight forward easy to understand sales basics.
What does That Mean?
We help you by:
- Setting Obtainable Quotas: Establish realistic and achievable sales targets that motivate your team and drive performance.
- Weekly Sales Rituals: Implement regular pipeline and forecasting calls to keep your team aligned and focused on goals.
- 1-on-1 Meetings: Conduct regular individual meetings to provide personalized guidance and support for each team member.
- Developing Outbound Best Practices: Create and refine outbound sales strategies to ensure your team is effectively reaching potential customers.
- Tailored Sales Processes: Introduce and refine sales processes that align with your team's goals and growth stage
Building Your Sales Team
Building a high-performing sales team is crucial for the success of any company. After you've mastered the sales basics and we are confident you have the right foundation in place to successfully manage a team, we can help you attract and hire the best sales talent available!
We can assist with job descriptions, hiring guidance, salary and market expectations, screening, interviewing and offer preparations. We are not a staffing firm but finding the best people for your organization is a key part of your sales growth.
What does this mean?
We help you by:
- Running a hiring process: Job descriptions, sourcing, screening of candidates
- Building your sales package: Conducting market scans on competitive roles, and making you stand out to the best talent
- Sales Playbook: Ensuring you have the right onboarding and rituals for your first hire(s) to get up to speed quickly and successfully
Sales Technology
Powerful sales people CAN sell with just a notebook and a great story .... but why would we? We are working at a period where there have never been more productivity, research, data, and sales related tools EVER, in history.
While we may be enjoying a renaissance of sales tooling - it also can be overwhelming to select the right tool for your team, your working style, and your price point - let alone finding tools that all work together out of the box. The right sales stack can make your sales team delight in the ease of contacting prospects, researching and capturing information.
A few areas of specialization are, CRM selection and setup - we are a Hubspot and PipeDrive partner.
Prospecting data population - finding the right tool or service to ensure your team can easily contact their prospects and not spend hours searching for the right email or out of date phone number.
Automation - from auto dialers to email cadences we can help you decide what would save you time and effort and help your team focus on what you need them to do - meet clients and sell them on your value.
What does this mean?
We can help you by:
- Selecting a CRM: We chose the best CRM for your stage of growth. CRMs we are partnered with, Hubspot and Pipedrive
- Implementing and integrating the CRM: After selection we help setup your CRM to get the most value out it and any other tools it connects to
- Creating useful and practical reports: Managing your pipeline and your team's activities is simple when you have the right dashboards and reports
- Show you how to manage your team through the CRM: We show you how to use the CRM to manage your 1 on 1s, your pipeline meetings and of course how to forecast
Randy Wetmore
Founder - Managing Partner
Carlos Meza
Managing Partner