Many companies go through a steep and painful learning curve when they start trying to build a sales team. This usually happens when they’re making the shift from founder-led selling, but don’t have a repeatable sales motion that they can efficiently train, coach, and scale a sales team on.
There are many great resources available (see list below) that provide a robust framework for thinking about your Go-to-Market. For most companies starting to build sales teams, the challenge is taking the theory and translating it into execution.
The purpose of this blog series is to help companies make the shift from founder-led selling to having a repeatable sales motion that salespeople can successfully execute.
This is intended to be an actionable how-to guide with links to relevant resources. This guide will be broken down into the following posts:
- Introduction to the Practical Guide to Building a Repeatable Sales Motion
- Part 1: Creating the Building Blocks for a Repeatable Sales Motion
- Part 2: Executing & Refining your Sales Motion
- Part 3: How to Recruit and Hire your Sales Team
- Part 4: On-boarding, Training, and Ramping your hires
Books and blogs to get you started
As a starting point for anyone in sales or anyone looking to build a sales function, we highly recommend the following books and resources.
Books
- From Impossible to Inevitable by Aaron Ross and Jason Lemkin
- The Sales Acceleration Formula by Mark Roberge
- The Challenger Sale by Matthew Dixon
Blogs and Podcasts
- For Entrepreneurs from David Skok (everything on here is a must read)
- Andreessen Horowitz Blog (read everything on Sales and Go-to-Market)
Who is This Guide Useful For?
This guide is specifically written for companies that already some evidence of product-market fit (you have some customers who have already given you money) and are now starting to think about building a sales team. It should also be useful for startups who are trying to figure out how to make a sale for the first time.
Here’s the link to the next post in the series: Part 1: How to create the building blocks for a repeatable sales motion
