Guide your team to focus on what is within their control
Posted: Sat Apr 19, 2025 8:30 am
Lead Generation: Members of this team find potential customers and gather information. They are opportunity hunters who feed your funnel.
Sales Development Team: On this team, members qualify leads gathered by the lead generation team . They make initial sales calls and send emails to prospects to understand their needs and determine who the decision-maker is. In other words, they start the conversation.
Account Executive Team: They're responsible for closing and developing the relationship with the prospect through calls, meetings, and demonstrations. They overcome objections and, hopefully, close the deal.
Customer Success Team: Once the sale has been closed, customers are handed over to members of this team. They maintain customer relationships by connecting with them regularly. Their focus on going beyond closing deals, with an eye toward upselling, building retention, and reducing churn, has the potential to turn growth into profits.
The specific roles you assign to your teams depend on the size and nature of your organization and product. Many startups and small businesses don't have enough sales force to cover all stages of a mom database sales funnel. In this case, the most effective sales management methodology is the individual approach model.
How to set up your sales process
Instead of having your reps focus on their monthly quotas, focus them on the specific things they should be doing right now to effectively achieve their goals.
Recommended reading
Basic Sales Guide: How to Create Your First Sales Process
Most sales team members thrive when they're focused on the activities they need to accomplish that day, such as making a follow-up call to the client , scheduling a demo, or attending a meeting. That's why a repeatable sales process is vital for any growing business.
Sales Development Team: On this team, members qualify leads gathered by the lead generation team . They make initial sales calls and send emails to prospects to understand their needs and determine who the decision-maker is. In other words, they start the conversation.
Account Executive Team: They're responsible for closing and developing the relationship with the prospect through calls, meetings, and demonstrations. They overcome objections and, hopefully, close the deal.
Customer Success Team: Once the sale has been closed, customers are handed over to members of this team. They maintain customer relationships by connecting with them regularly. Their focus on going beyond closing deals, with an eye toward upselling, building retention, and reducing churn, has the potential to turn growth into profits.
The specific roles you assign to your teams depend on the size and nature of your organization and product. Many startups and small businesses don't have enough sales force to cover all stages of a mom database sales funnel. In this case, the most effective sales management methodology is the individual approach model.
How to set up your sales process
Instead of having your reps focus on their monthly quotas, focus them on the specific things they should be doing right now to effectively achieve their goals.
Recommended reading
Basic Sales Guide: How to Create Your First Sales Process
Most sales team members thrive when they're focused on the activities they need to accomplish that day, such as making a follow-up call to the client , scheduling a demo, or attending a meeting. That's why a repeatable sales process is vital for any growing business.