Over 25 years' experience of growing revenue with sales teams of 5-20 reps in typically small to mid-sized SaaS / subscription businesses. Have been particularly successful in companies where sales results are not where they should be and the company needs an injection of new ideas, or where morale is low and the sales culture needs a reboot.
For growth I focus on 3 key areas:
(1) Sales Culture - creating an environment in which sales reps feel motivated to succeed e.g. coaching, mentoring, fostering accountability, valuable team meetings, building trust etc.
(2) Talent Management - ensuring the right people are in the right roles, retaining top performers, replacing under-performers, and recruiting high-calibre talent.
(3) Sales Process - ensuring sales reps have the tools to win e.g. smart questions linking to your value proposition, strong prospecting emails, client-focused pitch decks etc.