Many startup CEOs think “if we build it (a sales team), they will come (customers/profits/success)”. Which is largely true, especially if you are hiring a great team and giving them the marketing support they will require to effectively do their jobs. But, I think it is missing a key point. Most sales teams are managed on their ability to drive revenues, not gross profits, which is a better metric to focus on, as detailed below. And, many startup sales managers typically do not focus on the key metrics that build up to revenues (e.g., leads, conversion rates, average ticket, upsells), which is even more important for growing and optimizing sales. This post will give you some helpful guidance in this area.
Read the rest of this post in Forbes, which I guest authored this week.
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