 When building a sales function, sales and account management teams can meet or exceed your goals. As a technology company grows, senior executives must begin to "take their hats off" and delegate responsibilities to senior executives in their organization. At the beginning of the company's life cycle, the CEO will probably hire a sales manager or a handful of salespeople and "leave your sales hat" to focus on corporate strategy.
A great sales operations team knows how to influence business strategy and make tactical changes helping field staff to be more productive. This can manifest in several ways: 1) your average deal size goes up, 2) your closed-won deal count goes up, 3) both (which is preferred) and your revenue contributed per active sales rep or demand gen rep may go up. You should expect efficiency gains through simpler processes and documented policies. You should also expect a hungrier front-line team (Sales Representative + Account Manager) that is motivated by your incentive plan to attract new customers and protect or expand your business book. You have a Chief of Staff, a strategic partner in building a first-class income team. Finally, you should expect to make important decisions based on relevant data. If done correctly, sales can help replicate and reinforce the success of your equipment while helping to "build a better space rocket," which makes your launch engine not only a unit, but also abandon the stratosphere leading your team to scale start.
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