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What goes into building a high quality sales culture
sales management

What goes into building a high quality sales culture

Every sales team has a culture. Good ones are rare, and they take much work to establish and maintain. And we know how valuable a sales team can be to a company. We also know that having a good sales team can do wonders for the performance and culture of a business.
Steli Efti
3 min read
How to know when it's time for a new sales leader
sales management

How to know when it's time for a new sales leader

Your organization's sales leader was likely hired to reach ambitious sales goals, motivate a hungry sales team and unlock new markets. Unfortunately, a great salesperson can sell themselves to a CEO as a great sales leader even when they really aren’t cut out for that job (ie. Michael Scott).
Steli Efti
3 min read
Sales team management: How to offboard a sales rep the right way
sales management

Sales team management: How to offboard a sales rep the right way

Imagine that one of your best sales reps tells you she’s leaving the company
Steli Efti
8 min read
3 sales team structures for building a high-performing sales organization
sales management

3 sales team structures for building a high-performing sales organization

Your product’s taking off. You’ve got traction in your market, and you’re looking to go even further.
Steli Efti
9 min read
7 skills you’ll need to become a sales manager
sales management

7 skills you’ll need to become a sales manager

So you want to become a sales manager? First you’ll need to make sure you’ve got the right skills, experience, drive and track record at the helm in both selling and at managing others—in order to back yourself up.
Steli Efti
18 min read
The keys to maintaining a great culture within a remote sales team
sales management

The keys to maintaining a great culture within a remote sales team

If you’re not restricting your potential employee pool to one location, you’re able to hire the best of the best no matter where they live.
Steli Efti
5 min read
Why great salespeople make terrible managers
sales management

Why great salespeople make terrible managers

How do you find a great sales leader? In most organizations, it goes something like this: A rep hustles, grinds, and outperforms. Leadership takes notice, and thinks, “how can we spread their magic to the rest of the team?” So they make them a sales manager.
Steli Efti
4 min read
Ultimate sales hiring guide for B2B startup founders (the 4 key stages of sales hiring)
sales management

Ultimate sales hiring guide for B2B startup founders (the 4 key stages of sales hiring)

I often talk about sales hiring with B2B startup founders who are beginning to see success. They've developed their product to a point where the few customers they have keep using it regularly. Their retention rates are okay and they have early signs of revenue growth.
Steli Efti
9 min read