Your sales team is a driving force behind your revenue growth, but if every rep's sales cycle is a reinvention of the wheel, you're losing both time and revenue to revenue leak. As a revenue leader, it's your job to make sure that they have the tools and processes to close deals effectively… but sometimes it's hard to juggle giving every opportunity attention.
Armand Farrokh, founder and host of the podcast Thirty Minutes to President's Club and previous VP of Sales at Pave, is a treasure chest of wisdom when it comes to this. From team training sessions to prospecting and discovery, this episode explores the various techniques used in the sales process of Pave. The importance of meetings and the structure of each day of the week are also discussed, highlighting the efficiency and productivity of the sales team. Additionally, the key arcs at Pave and the challenges faced when scaling up the sales team are explored, providing valuable insights for other companies. Armand Farrokh, shares his personal journey through sales and offers valuable tips for hiring and building a successful sales team.
Here's what's inside:
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Implement a structured rhythm for sales meetings. Creating a weekly schedule of focused meetings to address different aspects of the sales process and team development ensures that important areas, such as prospecting, deal reviews, and training, are consistently addressed and progress is tracked.
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Foster a shared language for discussing deals. Simplify the sales cycle by using standardized language to discuss deals in pipeline reviews and forecasting meetings. This helps prevent unnecessary details from bogging down discussions and ensures a clear understanding of deal progress and next steps.
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Prioritize hiring strategically. When expanding the sales team, ensure that the focus is on hiring individuals who possess the necessary skills, such as navigating enterprise deals, forecasting, leveraging sales enablement tools, and performing platform sales. Tailor the hiring criteria to match the specific stage and needs of the company.
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