“A Technical Founder’s Notes on Sales Team Management” by Kwindla
Starting a company is hard. At the ground floor there’s a lot to figure out and if you don’t have experience managing a sales team there’s a few land mines that you need to watch out for. Kwindla Hultma Kramer has some great advice for us in”A Technical Founder’s Notes on Sales Team Management“.
I love his definitions:
Marketing should be continually accountable for increasing lead velocity, and Sales should be continually accountable for making the most of those leads.
By setting a simple, easy to understand mission for each team with clearly related metrics for success you’re setting them up for autonomy.
I’m also a huge fan of his approach to culture.
Because there will be a cultural shift. Nothing alters a startup’s culture like bringing salespeople into the company. Having salespeople in the mix changes how a company feels …Salespeople work on commission! They wear suits! They drive Rolexes and wear Mercedes! (Or maybe the other way around).
Too often culture is seen as this fixed, static, narrowly defined thing. That kind of thinking can hold a team, business back, prevent diversity, ruined some awesome hiring opportunities and prevent individuals from being themselves and mean that growth requires moving on. Culture is more dynamic than that and Kwindla nails it with his description.
So take a read!