OpenView Labs

OCTOBER 2, 2019

One way to approach this complexity is to separate out the three key components of sales planning. Headcount Planning. The total number of individuals you want to add to the sales organization will depend on a number of factors, and you may revisit initial decisions here as you have more information when you move into quota setting.

Headcount 41

Headcount Sales Hiring Scale Sales 41

Sales Hacker

JULY 22, 2021

Divide your sales quota. You have to divide your sales quota by revenue streams and customer retention. If you work for both SMEs and Enterprises, it’s obvious your sales cycle is entirely different in each segment. Customer retention is another divider. The first step is pretty straightforward.

Scale 110

Scale Sales Marketing Metrics 110

Sales Hacker

MAY 26, 2021

There are so many dependencies involved with any sales organization and this is especially the case with larger and more complex products and companies. In order to make everything work, the sales ops team handles all of the backend processes. A career in sales, sales ops, or sales enablement?

Scale 60

Scale Sales Hiring Sales Outsourced Development 60

Intercom, Inc.

JULY 28, 2022

Here are some of our favorite takeaways from the conversation: A sales organization needs a good foundation to scale. Attract and develop talent and invest in supporting resources like onboarding, sales enablement, and sales engineering.

Scale 210

Scale Scaling Sales Hiring Sales Recruiting 210

Intercom, Inc.

JULY 29, 2021

So your goals in terms of headcount remained stable from pre-pandemic to post-pandemic? We paused all of our enterprise field sales, but in our HQ, we decided to put the foot down and really go for it. And ultimately, we had to do a lot of work on reengineering how we teach, train, and enable people. Kieron: Interesting.

Sales Hiring 223

Sales Hiring Scale Sales Recruiting Underperforming Technical Team 223

Intercom, Inc.

JUNE 21, 2018

Adam: Given that it’s the foundation of Sales Hacker, how important do you see the roles of content and community in sales today? You need to build an efficient sales team…you can’t just throw money or headcount at things. That was the impetus for starting Sales Hacker.

Sales Hiring 183

Sales Hiring Scale Sales Recruiting Technical Advisors 183

Sales Enablement, SaaS and Growth

MARCH 23, 2020

The Horizons Framework is an effective way to categorise projects, which in turn helps with assigning budget, headcount and timelines. When successfully applied to training , gamification increases engagement, productivity and knowledge retention. Source: McKinsey 17. Learning 50.

Underperforming Technical Team 213

Underperforming Technical Team Scale Sales Hiring Marketplace as a Service 213