A few weeks back I wrote a post about hiring and what I look for in candidates in order to build a world class sales team. Consider this a companion piece on the other end of the spectrum, firing. Being in management you'll hear the phrase "Hire Slow, Fire Fast" a ton. While I do... Continue Reading →

I've been managing sales reps for 6 years now and helping them win deals is obviously a significant part of my job. When they succeed, I succeed! There are lots of ways managers go about helping their teams achieve success. One of the most common strategies in SaaS is a periodic event called a "Deal... Continue Reading →