SALES MANAGEMENT

Sales tales: success re-starts with just an hour per week.

Today’s tale: ten tips to make the most of your weekly sales meeting

by Stephen Allott, Venture Partner, Seedcamp Sales Tales

“O” or “I” thinking
Our Eastern inspired “O” shaped sales management approach
Our Kaizen sheet every week

SALES TALES

12 Sales Tales episodes have been published so far (in bold below). Please comment saying which you would like Sales Tales to write next and any other topics you would like to be covered.

WINNING YOUR FIRST CUSTOMERS

  1. Sales Tales Blog Series
  2. The first sale is the hardest — it’s a trial
  3. Enterprise sales closing checklist and tactics
  4. Your Customer Success team target is reference-ability
  5. Lead me on — all sales start with a qualified lead. Go forth and educate — make it personal
  6. How to write a business case: ROI business case development using ROCE trees
  7. Pricing issues (high or low, bundle or menu)
  8. Handling legal contracts and T s & Cs,

BUILDING YOUR SALES ENGINE

  1. Sales is a 3 Act Drama. How your Founder sales role evolves thru Search/Focus/Scale
  2. You’re selling not buying when sales hiring
  3. The first sales hire is the hardest
  4. Sales organisation expansion guide / Role and Territory design
  5. Recruiting Sales Reps: Top Ten Tips to catch the best
  6. China and USA market entry / when and how to open an office
  7. Sales / Pre-sales / Implementation / Customer success: how they fit

MAKING IT A SALES MEAN MACHINE

  1. Using your weekly sales meeting to innovate and find the money
  2. Make your sales forecast about action
  3. Sales rep Onboarding and Training
  4. Commission plan design / Monthly or quarterly targets?
  5. Channels and “partners”: when does it make sense?
  6. How to Diagnose and Fix sales problems
  7. Competitor playbooks; how to win every time
  8. The quarterly sales kickoff meeting is the place to start
  9. Sales tool stacks (Salesforce or not?, which CRM, Sales enablement)

Tech vendor scale upper. Decide market strategy. Plan the numbers. Hire the people. Hit the numbers. Solve the problems. McKinsey, MUSE, SUNW, XROX,