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What are good resources for learning how to build a national sales force for a web startup?

  • We are in pre-launch of a new startup, and currently working through questions such as: accurately estimating territory sizes, creating competitive compensation structures, determination of sales cycle, sales rep training, etc. What resources have you found most helpful for getting answers to these and other sales/ sales management-related issues?

  • Answer:

    Mark Suster has several great posts on Sales in Startups at his blog, Both Sides of the Table:  http://www.bothsidesofthetable.com/on-selling/.  The ones perhaps most relevant to building a sales force are 1) Elephant, Deer, & Rabbits - about the types of sales you should target, and 2) Journeymen, Mavericks, & Superstars about the types of sales people to hire.  Also, the Scaling Sales posts seem relevant to your question.

Lisa Quera at Quora Visit the source

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