Break Point #5: Revving the Engine

Predictable revenue is the key to growth for any business. The key to predictable revenue is a great sales team. The key to a great sales team is a great sales manager–someone with the skills to recognize sales talent and enhance it.

In Break Points, Tom learns that managing a sales team isn’t the same as being a great salesman. Until you build a solid sales team that produces predictable results, growth will elude you.

There are four characteristics of a great Sales VP:

• They are constantly looking for and recruiting talent.
• They own a sales process they can teach to every salesperson.
• They know the metrics for success, teach it to their people and hold them accountable.
• They own their “number” and go to great lengths to achieve it.