Setting the Right Structure and Culture is Critical to Successful Highly Transactional Sales Teams

October 22, 2009

Setting the right Culture & Team Structure in a Highly Transactional Sales Team:

  • Hire a very committed Manager 
    • Someone who drives metrics and feedback
      • Proactive mentality
    • “Lead by Example” Philosophy
      •  Holds everyone accountable
      • Coaches/Participates
      • In before everyone out after everyone
      • Campaign Driven
  • Set up a “Model Day for Success”
    • Expect 8 hours of productivity
    • Assess best time for activities to take place
      • Two types of activities
        • Reactive
        • Proactive
  • Drive productivity through Campaigns
    • Assess “sweet spot”
    • Define resource to make successful
      • Emails
      • Scripts
      • Reference Material
    • Run contests around them
    • Evaluate quickly success or change course
    • FEEDBACK…let everyone know how they are doing

If you are seeking expansion capital or raising venture capital, a good culture with visible company values, mission, aspirations, and goals will go a long way with the right Venture Partner.

SVP Marketing & Sales

<strong>Brian Zimmerman</strong> was a Partner at OpenView from 2006 until 2014. While at OpenView he worked with our portfolio executive teams to deliver the highest impact value-add consulting services, primarily focused on go-to-market strategies. Brian is currently the Senior Vice President of Sales and Marketing at <a href="http://www.5nine.com/">5Nine Software</a>.