The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million

Even if I was world-class at sales training, managing, coaching, and forecasting, it would not be enough to offset a team of mediocre salespeople. On the other hand, a team of top performers will find a way to win under any circumstances.

Once the buyer journey is defined, the sales process can be created. The sales process supports the customer along his buying journey.

I realized that every salesperson has her unique strengths. Some are great consultative sellers. Some crush their sales activity goals. Some deliver exceptional presentations. Some are amazing networkers. Some just know how to make their customers feel like family. Similarly, each company has its own unique sales context. Some firms sell to markete

“Exams and certifications add predictability to the sales training formula. They also provide the platform to learn from and iterate on the formula.”

The advice I received (and followed) was to obtain the best of both worlds by building a recruiting agency within HubSpot. I went out and found a talented agency recruiter who was thinking about starting her own firm and I said to her, “Why not start the firm within HubSpot?” We paid her and her team as if they were agency recruiters. Instead of a

“Scalable, predictable revenue growth.”

It was not necessary to be the top performer, but consistent goal attainment was a must. For “sales skills,” I looked for well-roundedness.

As we have discussed in this chapter, selling to an inbound lead requires a new set of skills. For this reason, specializing the members of your sales team by the types of leads they cover (inbound versus outbound) is a good idea.

“Write on the whiteboard all of the professional tasks you do each week. Think of the different categories of work.