Managing Salespeople Business Results Sales Targets Sales Activities • Financials • Market Coverage • Call Management • Customer Satisfaction • Sales Capacity • Customer Management • Market Share • Customer Focus • Sales Probability Management • Product Focus • Territory Management • Sales Training Source: Stefan Groschupf, Automation Hero (from the book Cracking the Sales Manager Code) Here are five areas to focus on when managing your sales teams: 1. Change as you grow Enable your salespeople and ensure that they are supported with the right structure and materials to drive revenues. Start with hunters, who can bring in new sales, and as you grow, add more farmers that can increase revenue from existing customers. Change your compensation plan every year as your company grows. “I break it into three buckets—zero to $5 million, $5 to $20 million, and $20 million plus in revenue. The first stage is all about customer proof, the second repeatability, and the third scaling out.” — Edward White, Interana 35