I’ve been using the summer to review some of the classic books in sales and marketing and refresh some of the fundamentals to building world-class “revenue engines” described.
I started with Mark Roberge’s book “The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million”.
The part of Mark’s book I like the most is about hiring salespeople. If you’re going to take advice on hiring salespeople, Mark seems like a great guy to trust in my opinion. He hired hundreds of salespeople over his time at Hubspot, while building their sales and services area from 1 employee (him) to 450 employees.
The first point Mark makes in this section of the book is a killer: “World-class sales hiring is the most important driver of sales success”. He goes on to say, “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.”[Read more…]