Best of the Week
Most Popular
1. Stock Markets and the History Chart of the End of the World (With Presidential Cycles) - 28th Aug 20
2.Google, Apple, Amazon, Facebook... AI Tech Stocks Buying Levels and Valuations Q3 2020 - 31st Aug 20
3.The Inflation Mega-trend is Going Hyper! - 11th Sep 20
4.Is this the End of Capitalism? - 13th Sep 20
5.What's Driving Gold, Silver and What's Next? - 3rd Sep 20
6.QE4EVER! - 9th Sep 20
7.Gold Price Trend Forecast Analysis - Part1 - 7th Sep 20
8.The Fed May “Cause” The Next Stock Market Crash - 3rd Sep 20
9.Bitcoin Price Crash - You Will be Suprised What Happens Next - 7th Sep 20
10.NVIDIA Stock Price Soars on RTX 3000 Cornering the GPU Market for next 2 years! - 3rd Sep 20
Last 7 days
Why You Shouldn’t Get Excited About Gold Price Mini-Rally - 26th Jan 21
The Truth About Personal Savings Everybody Should Know and Think About - 26th Jan 21
4 Economic Challenges for 2021 - 26th Jan 21
Scan Computers 2021 "Awaiting Picking" - 5950x RTX 3080 Custom PC Build Stock Status - 26th Jan 21
The End of the World History Stock Market Chart : Big Pattern = Big Move - 26th Jan 21
Stock Market Recent Sector Triggers Suggest Stocks May Enter Rally Phase - 26th Jan 21
3 Top-Performing Tech Stocks for 2021 - 26th Jan 21
5 Tips to Manage Your Debt - 26th Jan 21
Stock Market Intermediate Trend Intact - 25th Jan 21
Precious Metals Could Decline Before their Next Attempt to Rally - 25th Jan 21
Great Ways of Choosing Good CMMS Software for a Business - 25th Jan 21
The Dark Forces behind American Insurrectionists - 25th Jan 21
Economic Stimulus Doesn’t Always Stimulate – Pushing On A String - 25th Jan 21
Can Karcher K7 Pressure Washer Clean a Weed Infested Driveway? Extreme Power Test - 25th Jan 21
Lockdown Sea Shanty Craze - "Drunken Sailor" on the Pirate Falls Crazy Boat Ride - 25th Jan 21
Intel Empire Fights Back with Rocket and Alder Lake! - 24th Jan 21
4 Reasons for Coronavirus 2021 Hope - 24th Jan 21
Apple M1 Chip Another Nail in Intel's Coffin - Top AI Tech Stocks 2021 - 24th Jan 21
Stock Market: Why You Should Prepare for a Jump in Volatility - 24th Jan 21
What’s next for Bitcoin Price – $56k or $16k? - 24th Jan 21
How Does Credit Repair Work? - 24th Jan 21
Silver Price 2021 Roadmap - 22nd Jan 21
Why Biden Wants to Win the Fight for $15 Federal Minimum Wage - 22nd Jan 21
Here’s Why Gold Recently Moved Up - 22nd Jan 21
US Dollar Decline creates New Sector Opportunities to Trade - 22nd Jan 21
Sandisk Extreme Micro SDXC Memory Card Read Write Speed Test Actual vs Sales Pitch - 22nd Jan 21
NHS Recommends Oximeter Oxygen Sensor Monitors for Everyone 10 Months Late! - 22nd Jan 21
DoorDash Has All the Makings of the “Next Amazon” - 22nd Jan 21
How to Survive a Silver-Gold Sucker Punch - 22nd Jan 21
2021: The Year of the Gripping Hand - 22nd Jan 21
Technology Minerals appoints ex-BP Petrochemicals CEO as Advisor - 22nd Jan 21
Gold Price Drops Amid Stimulus and Poor Data - 21st Jan 21
Protecting the Vulnerable 2021 - 21st Jan 21
How To Play The Next Stage Of The Marijuana Boom - 21st Jan 21
UK Schools Lockdown 2021 Covid Education Crisis - Home Learning Routine - 21st Jan 21
General Artificial Intelligence Was BORN in 2020! GPT-3, Deep Mind - 20th Jan 21
Bitcoin Price Crash: FCA Warning Was a Slap in the Face. But Not the Cause - 20th Jan 21
US Coronavirus Pandemic 2021 - We’re Going to Need More Than a Vaccine - 20th Jan 21
The Biggest Biotech Story Of 2021? - 20th Jan 21
Biden Bailout, Democrat Takeover to Drive Americans into Gold - 20th Jan 21
Pandemic 2020 Is Gone! Will 2021 Be Better for Gold? - 20th Jan 21
Trump and Coronavirus Pandemic Final US Catastrophe 2021 - 19th Jan 21
How To Find Market Momentum Trades for Explosive Gains - 19th Jan 21
Cryptos: 5 Simple Strategies to Catch the Next Opportunity - 19th Jan 21
Who Will NEXT Be Removed from the Internet? - 19th Jan 21
This Small Company Could Revolutionize The Trillion-Dollar Drug Sector - 19th Jan 21
Gold/SPX Ratio and the Gold Stock Case - 18th Jan 21
More Stock Market Speculative Signs, Energy Rebound, Commodities Breakout - 18th Jan 21
Higher Yields Hit Gold Price, But for How Long? - 18th Jan 21
Some Basic Facts About Forex Trading - 18th Jan 21
Custom Build PC 2021 - Ryzen 5950x, RTX 3080, 64gb DDR4 Specs - Scan Computers 3SX Order Day 11 - 17th Jan 21
UK Car MOT Covid-19 Lockdown Extension 2021 - 17th Jan 21
Why Nvidia Is My “Slam Dunk” Stock Investment for the Decade - 16th Jan 21
Three Financial Markets Price Drivers in a Globalized World - 16th Jan 21
Sheffield Turns Coronavirus Tide, Covid-19 Infections Half Rest of England, implies Fast Pandemic Recovery - 16th Jan 21

Market Oracle FREE Newsletter

FIRST ACCESS to Nadeem Walayat’s Analysis and Trend Forecasts

Growth Hacking: Building a Sales Operation from the Ground Up

Companies / SME Dec 27, 2019 - 05:49 AM GMT

By: Submissions

Companies Building a sales operation from scratch is a challenging and sensitive process, that can determine the future growth of the company. Yet this process has high dependency in early stage decision making. Keeping a few simple guidelines along the way might save a lot of trouble in the future.

Building a sales operation for a B2B startup may seem like a challenge for many corporate sales managers and depending on each company’s condition that might be the case, but in reality, there are some sustainable growth generating methods. By setting an organizational architecture with a functional sales team and a predictable sales process, managers had proven to build a sustainable sales unit.



Since startups are generally fearful to act and make the right decisions from an early stage, let’s talk about three methods that had worked for building several successful sales operations so far. These are important components of a fully-functional sales operation, used individually or in an appropriate mix.

Business, Tree, Growth, Success, Team, Teamwork, Profit

Working with startups and million-dollar companies

Aligning both marketing and sales functions is a serious issue for B2B companies, but an integration of the two had shown that companies can grow at an annual rate of 20%, according to a study from kapost.com. More specifically, the marketing and sales teams must work jointly in order to reach a broader audience, formed by startups and multi-million dollar companies, as well.

One popular model combines ground salesperson for big clients and internal ones for SMBs. “This model works great especially for companies operating in markets with constantly changing conditions”, says Ramon Herzlinger, VP Sales EMEA and LATAM at the global cyber security company Checkmarx, “We’ve managed to develop from sales values of tens of thousands of dollars per clients to millions”.

Ramon Herzlinger
Ramon Herzlinger

Develop training programs

Helping employees grow will help the company grow. Constant education is the only way the sales team can thrive and improve performance. As a result, sales training programs represent the building block for any potential major improvement that might happen in the future. It’s a fact proven by a RAIN Group research that high-quality sales retention training improves sales by an average of 30% as compared to the rest of the industry.

It does not matter whether the company has only one salesperson or 100. Building the foundations for operating sales training programs should be at the of the priority list.  Well-designed training programs will have a dramatic impact on your team almost immediately and will make it easier for new hires to learn the company’s culture and strategy.

Open physical sales offices in different countries

Scaling up a business, even though it has success locally, is where most corporate sales managers stumble, mainly due to the fear of failure or any unpredictable factors that might influence the business performance on particular parts of the globe. “Opening sales offices in different countries is a must because they are used as an anchor to new regions”, advises Ramon Herzlinger, who joined Checkmarx at a very early stage and built the company’s sales infrastructure in Europe, South America, Africa, and Russia.

If the products have what’s called a “global outreach”, scaling up to many different countries will provide exposure to a diverse range of markets, as well as the potential to reach a larger number of customers.

Summary

Although it will be ideal to find all the above-mentioned structures in any given sales company, the reality is that most of them still have big gaps and it will be the responsibility of the sales manager to come out with an elaborate plan. This will ensure that employees work symbiotically in order to achieve and even exceed to goals set initially. By having a wide range of customers, well-designed training programs in place, and a strategy to scale up in different countries, any company can create a successful sales operation from the ground up.

Ron Raymonds - Business Reporter

© 2019 Copyright Ron Raymonds - All Rights Reserved Disclaimer: The above is a matter of opinion provided for general information purposes only and is not intended as investment advice. Information and analysis above are derived from sources and utilising methods believed to be reliable, but we cannot accept responsibility for any losses you may incur as a result of this analysis. Individuals should consult with their personal financial advisors.


© 2005-2019 http://www.MarketOracle.co.uk - The Market Oracle is a FREE Daily Financial Markets Analysis & Forecasting online publication.


Post Comment

Only logged in users are allowed to post comments. Register/ Log in

6 Critical Money Making Rules