Specializing your sales team is an absolute must. As an absolute minimum, make sure that you specialize your outbound (Sales Development Reps – SDR’s). These are critical for growing a predictable growing revenue for your company.

You can check out the full sales team structure here.

Focus on quality. Spend time and attention getting it right. Get the right actions, calls, and leads. Measure and iterate on results.

  1. Focus on quality. Spend time and attention getting it right. Get the right actions, calls, and leads. Measure and iterate on results.
  2. Train your salespeople as business people. Your SDR’s are talking to business people so they need to be able to think like them. Drive your SDR’s thinking into a commercial mindset that thinks like the customer. Allow a small time to train this into your team but be aware you can have more entry-level people selling top products with the correct structure.
  3. Track in a CRM and keep it simple. Make sure you track everything but remove all the unnecessary clutter that typical CRM’s can have.
  4. Use referral/researching approach rather than cold calling people directly. You’ll yield a bigger return from referrals of cold contacts who have been introduced rather than a completely cold call. Keep your correspondence short and sweet.  

    Unfortunately, the majority of companies will not take the critical step of creating an inside sales function (team or individual) to exclusively prospecting. This is always the top priority.