Sales

The character trait your salespeople should have but probably don’t

What makes a great salesperson? Is it their love for competition? Their empathy for a prospect? Their ability to quickly build rapport? Or, maybe it’s their organizational skills? Every salesperson and team is a bit different but there are common traits that make great salespeople. But… I’m not going to write about that because I…

The right way to build your first sales compensation plan

Building your first comp plan will be (should be?) one of the more stressful things you’ll do when launching your sales department. Why is it so stressful? Because you’re likely starting from scratch around an idea of what sales should look like with very little data to back up your assumptions. Will your reps be…

Sales or marketing: what should come first at your startup?

When building your first company, the pressure to grow revenue and find quick wins can be debilitating. You probably have a bank account that is slowly draining, investors studying your every move or competitors that seem to have it all together (side note: they don’t). In the early days, many companies answer the pressure by…