5 Managing a sales team Once you have a sales team onboard, you need to ensure that they are delivering results. In early stage companies, before a VP of Sales is onboard, this management should be the direct responsibility of a founder. Even when you have a VP of Sales, you still need to ensure that the process and management is seamless. As the Managing Salespeople graphic shows, start with your business objectives, translate these into sales targets, and, finally, engage in actual sales activities. Don’t just create a revenue target out of thin air and expect things to work out — you need to divide it into clear and easily-measurable sales goals. 34