Before sellers can work on leads, they need a framework to work on sales. There are a number of frameworks used for these, but none should be universally applied. Instead, to meet the needs of most startups, let’s break things down into a few basic points:
- Mechanics: Managing the sales using the existing technology. A how-to guide could be a simple Confluence page. This helps us all get aligned and be on the same page. That guide should be simple but go through what to put into each field. That should be guarded, so weekly go through the leads a seller is working, check the data integrity, and then review the status of each. If things get to the point that you don’t have time to go through each, re-evaluate reporting structures, etc.
To see the rest of my article, check out: https://www.bootstrappers.mn/post/we-hired-a-sales-team-now-what