According to HubSpot research, the average salesperson only spends about one-third of their day selling. The rest of their day is spent on non-revenue generating activities such as writing emails, entering data, prospecting and researching calls, going to meetings, and other administrative tasks.
As a sales manager, you know it's easy to get overwhelmed - even when your team is performing well. However, the weight of all of the data and all of those starting points grows exponentially when you have to evaluate and resolve a dip in sales.
To sell is human. To run a sales team is not.
Leading a sales organization - where everyone has the tools, support, and clarity they need to turn leads into opportunities and opportunities into closed sales - takes a completely different skill set, mindset, and discipline than caring a bag.
Startup SaaS companies face abundant opportunities and tremendous risks when it comes to scaling revenue. Without high fixed overhead and fulfillment costs, SaaS leaders can direct more capital toward marketing and sales. However, if their sales and marketing processes aren’t streamlined and optimized, all that money will quickly go to waste and their investors will walk.
Revenue Operations (a.k.a. RevOps) is a term that is being thrown around a lot lately on Google searches, LinkedIn posts, and everywhere in between. The problem with this trending topic is, similar to other business buzzwords and jargon, there is no universally agreed-upon definition for revenue operations.
Revenue Ops means different things to different people, which makes it hard for executives like yourself to get behind the strategy of RevOps and its role in your company.
The most successful sales teams are made up unique individuals with different backgrounds, personalities, and levels of work experience. As a sales manager, you understand that working with and coaching a diverse group of talent can be as challenging as it is rewarding.
HubSpot users were thrilled when HubSpot released its target account feature set (a.k.a. account-based marketing or ABM tools) in May 2020. Although several of these features already existed in various areas of HubSpot, the compilation of these tools with a few new solutions create a one-stop shop for account-based sales teams.
Technology is continuously improving the sales landscape, but the overload of options and information can seem daunting to even the most versatile sales leaders.
While they understand that AI-driven insights and relevant data based on machine learning can be valuable tools, top revenue executives also know that sales and CRM processes must be as simple as possible so that reps can sell quickly and easily.
HubSpot is an incredibly powerful tool for businesses of all shapes and sizes. Its sales and marketing workflow automation can help your team contact the right prospects at the right time, without burdening your reps with additional CRM admin tasks.
However, as a manager or c-suite executive, you probably don't have the time to learn HubSpot inside and out.
Sales skills are one thing, but building a world class business development organization is a whole different ball game. From motivating your team to follow a unified process to aligning your sales and marketing teams, creating a business development engine is just as much art as it is science.