Managing a New Sales Function

There is a lot that goes into identifying and implementing the ideal sales model for your product and company.  Get it right and you can grow like a rocket ship but get it wrong and the wasted time, energy and funding could end up killing the company. 

This module is for startups that have some form of customer acquisition strategy that involves a sales team (versus those with a self-service model or a distribution channel for acquiring customers). The module starts with sales models and strategies before getting into various sales management tactics like roles, territories and commission plans.  And for startups that target large enterprise organizations, there’s a video on that too.

 Note that many of the suggested articles include links to related articles, some of which are also included elsewhere in this module. Following those links as you encounter them is up to you, including links to articles not specifically suggested for this module.