“As you scale, make sure you work together across de- partments much more than when you are tiny. It’s critical to build ways of working collaboratively with your teams.” — Clare Jones, what3words 4. Support your sales people Focus on sales operations. This is essential to driving incremental improvements and handling reporting. “If you don’t build a strong technology stack to automate a lot of the processes and drive the messaging, you end up with a very, very expensive and inefficient sales team that’s disengaged.” — Neil Ryland, Peakon 5. Be fair on territory management Set clear rules on sales territories and how you assign leads. Avoid conflict by tying part of each salesperson’s comp plan to overall sales performance. However, balance being fair with gaining revenue—feed the greedy, not the needy. 37