Marginal gains, compounding returns
Getting an accurate sales forecast is almost as important as hitting the revenue target itself. But with so many different sales forecasting methods, how do you know which will give you the most accurate view?
I receive many questions from my students and other startup joiners regarding how to evaluate the value of the stock options they are being offered. There is surprisingly little written about this topic, so this post will hopefully be useful to folks interested in answering this question.
Yesterday, Salesforce announced it would acquire Tableau for $15.7B. Tableau sells data visualization software and the team has built an incredible business. We analyzed the S-1 in 2014. The company has grown since its public offering to generate about $1.1B in revenue, growing at 29%.
A public market investors asked me if there are any patterns in the list of recent software IPOs with the best sales efficiencies. As I looked through the list, I…
One of the biggest things first-time founders intuit wrong is how much sales efficiency plummets … just as it is getting good. Usually, most SaaS start-ups follow a pattern where the CEO starts off doing founder-led sales. Then, after she hires a few sales reps, and makes a few mistakes.
A debate has existed in the sales community for years: Whose job is it to police the sales team — sales management or RevOps? I won’t bury the lead here. The answer is sales management. Some people disagree with me here, but those people are wrong…
We’ve created a Opportunity Stages Worksheet to help define stage names and criteria for your business. Download your copy now to follow along with this post: The right opportunity stages can make or break your ability to forecast, coach reps, and drive adoption/accuracy of the CRM.
One of the most enlightening and personal sales operations exercises that any rep can do is to build their own sales velocity equation. In fact, even before sellers join a company, it can be extremely helpful to ask your prospective employer about the current sales velocity of their organization.