Headcount Retention Sales Enablement Sales Hiring 
OpenView Labs
OCTOBER 2, 2019
This time every year, sales and sales operations teams work with their business partners in finance, marketing and other functions to set their annual sales plan for the coming year. One way to approach this complexity is to separate out the three key components of sales planning. Headcount Planning.
Intercom, Inc.
JUNE 21, 2018
Whether you’re at an early-stage startup that’s just made its first sales hires, or part of a fast-moving sales team in a large organization, the key to success often comes down to efficiency. Then, the sales team went to work. In his opinion, the hiring process is a preview of their sales technique.
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Intercom, Inc.
JULY 29, 2021
Ever since he was hired as the Director of EMEA Sales at BrowserStack , a web and mobile testing platform that lets developers test their websites and mobile applications across browsers, operating systems, and mobile devices, he had to completely rethink how to successfully onboard hundreds of salespeople just as everyone was going remote.
Intercom, Inc.
JULY 28, 2022
And for Intercom’s VP of Sales EMEA, Sanj Bhayro , scaling is just what you need to invest in to ensure growth becomes as constant and linear as it can be. Sanj has plenty of experience scaling sales teams at growing businesses, and that’s precisely why, as of November of last year, he‘s overseeing EMEA sales at Intercom.
Sales Enablement, SaaS and Growth
JULY 24, 2018
The number of employees when things get particularly troublesome are three, 10, 30, 100, 300 and 1,000 - before company headcount hits these milestones you’ll need to rethink how you operate. Retention trumps acquisition. The key decision-maker is part of the sales process. Otherwise, it’s literally burning through money.
Sales Hacker
MAY 26, 2021
There are many moving parts in a successful sales organization. If you know that you love strategizing to increase sales but don’t want to be an account executive, sales operations may be the right place for you. What is Sales Operations? Why do we need Sales Operations? Average sales cycle duration.
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. The key tenet is to understand the real job customers are using or “hiring” your product for. Source: McKinsey 17. Inventing is to innovation as simplicity is to operational excellence. Learning 50.
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