Unlike a VP of Sales at a larger Mid-Market SaaS company, a VP of Sales at a $5M-$20M ARR Growth Stage SaaS business is more focused & hands-on: GTM & Sales motion Helps create or improve the optimal Go-to-Market (GTM) Develops the right Messaging for sales: Positioning, Unique…
People Management: Talent Development & the McKinsey 9-Box Matrix
People are the #1 factor in the success of any organization. It’s not easy to manage talent and develop talent effectively. The McKinsey 9-Box Model can be used to evaluate your talent in a matrix charted on the axes of “Potential vs. Performance”. It is sometimes used as…
What has Changed in Demand Generation Over the Past Decade?
Today I spoke with John Connolly who is a successful operator and CEO who knows well how to build successful companies. We spoke about driving Sales & Marketing and he asked me an interesting question which I wanted to share here with others and see what else you…
Behaviors of Good Managers (based on Google’s research – Project Oxygen)
Several years ago Google wanted to determine whether managers matter and, if so, then what makes a manager great. Their research team first tried to prove that managers actually don’t matter and that the quality of a manager didn’t affect a team’s performance. This hypothesis was due to a…
Sales Management: Creating a Repeatable “Sales Process”
“If you can’t describe what you are doing as a process, you don’t know what you’re doing.” – W. Edwards Deming To grow your team that sells effectively and efficiently and to scale your revenue growth, every VP of Sales must operationalize selling into a defined, formal, structured framework…
The Analytical Sales VP’s Essential List of Sales Analyses
I’ve written extensively on Data-Driven and Analytical Management of Sales (as well as Sales & Marketing). I also wrote few books (https://www.revenue-inc.com/books/) on the Quant Sales Management methods. But in this article I decided to share actual lists of the most essential analyses and reports that I regularly…
Sales Management: Sales Team’s Weekly Kickoff Meeting
This is the time that every VP of Sales talks about the Annual Sales Kickoff. It’s important to get it right and start a new year with a great Kickoff. But there is another kickoff meeting that I think is very important – the “Weekly Sales Kickoff” which…
Revenue Growth: Using the McKinsey 7S Model
Every company, team, or a business unit has objectives to achieve a high level of performance. How does a CEO or a VP of Sales or an executive leading another team go about figuring out if the organization is going to achieve its intended objective? Below is a summary of…
Troubleshooting Your Sales With a “5P Analysis”
It’s the beginning of a new year and a new Q1. Many companies are doing Sales Kickoffs this week. Some companies are challenged because last year sales did not hit the number and revenue did not grow as intended in the annual plan. Others already see early signs…
Developing a Go-to-Market Strategy
If you are looking to accelerate your revenue with a new product launch or entering a new market, one of the key aspects of your Marketing Strategy must be a clearly defined Go-to-Market. A Go-to-Market Strategy (aka “GTM”) is, at the most basic level, a plan of how you…