The first week of the year was a big one for me on reading, I crushed through two books, the first Food Rules: An Eater’s Manual and then I immediately jumped into The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million by Mark Roberge via Audible.
This book is very industry specific for what we do at BrightGauge. We are huge HubSpot fans (where the author works) and were fortunate enough to have been written up by their team on our success. I’m a big believer of Inbound Marketing (learn more here) and as we launch our new 2016 sales program and expand our team, this book was a wonderful resource to get some practical ideas to implement.
A couple of the key points that I walked away with are:
Sales Management is all about Coaching – I “kind of” knew this to be true but based on the data that Mark provided in his book from hundreds of interviews and performance reviews, this quality was the single most important quality of a Sales Manager. It changed my perspective on Sales Management and reinforced the point.
Must Leverage Your Data – Hubspot was started by a team from MIT and several of them had degrees in mathematics so they were data people by nature. The way they leveraged data in their sales process was staggering. They measured every data point they could get their hands on to determine the most efficient ways to win business. This has sparked my interest in getting deeper into the analytics of our sales process in 2016.
Sales Compensation Can/Must Change – When I was in sales at Compuquip, my compensation structure did not change from 2002 until 2007 when I moved into Management and my role changed. Every year I had the same compensation which at the time was very aligned with the business goals. The more deals I closed the more money I made and the more money the company made, perfect alignment. However at BrightGauge things are changing so fast these days and priorities change on an annual (sometimes quarterly) basis that I have already changed the sales compensation twice in three years. Mark shares in his book how over a 6 year period he had to change the compensation plan 4 times to adapt to the team and environment.
Focus on the Right Lead at the Right Time – Once you figure out your Buyer’s Journey, you must focus your sales process to connect with the right leads at the right time. This is what Inbound Marketing is all about where you educate your buyers through their journey and when they are ready to make a decision, you want your team to be there.
This book is definitely very timely for us at BrightGauge as we look to expand our Sales Team but anyone that is looking to leverage Inbound Marketing and Inbound Selling to grow your sales team would benefit from reading it.