Finding Repeatable Sales

I’ve personally seen the journey to cross $100M ARR three times; as an operator (AdRoll), again as an advisor (InVisionApp), and as a coach (KeepTruckin). But if you asked me when you can tell a company is going to take off it has nothing to do with fundraising, and in B2B its not typically traced back to a specific product decision.

Repeatable sales comes back to establishing a process - not hiring someone who has done it before. Founders who patiently sell their first enterprise sales know the motion personally and can hire the right fit as they grow. I know this is true because I was an advisor to InVision App and I saw Clark go get the first of his nearly 500 Fortune 500 client logos himself. I’ve also coached some of the top companies backed by Y Combinator and Andreessen Horowitz, and can tell you its not about who you are backed by, its about what you put your hands on in building the sales process. And even if you’ve had trouble with this in the past, or had to let go of your early team… it’s never too late to get started.

It can seem like a daunting process but I’m here to help. Let’s get busy.

Here are two ways we might work together:

The Revenue Roadmap: A 15-week sales sprint. Starting with a workshop that defines your revenue roadmap which answers critical questions such as, who you sell to, how you sell (process is key!), who will be on the team, and what measurable steps will get you to scale. We don’t stop with the workshop however, we meet weekly for coaching sessions to ensure you are on track.

The Revenue Audit: Sometimes leaders need help seeing through the fog. As a former sales leader that has seen all of the stages between 0-$100M, I’ll help you and your team get a handle on what is happening now, what needs to happen for the next 30-60-90 days. This is often helpful when there is a sudden leadership change. This “audit” comes with a handful of coaching sessions to support the founder in finding the next steps after the data is evaluated.

Executive Coaching for Your VP of Sales

70% of first time VPs of Sales will fail in the first six months; successful VPs of Sales will last 18-19 months at best. You probably know this, but what can we do about this? The leaders who are most successful are continuing to invest in themselves, not just training for their teams. I had a taste of this coaching VPs of Sales at Series A - Series C companies and have seen the results.

Having served as an executive coach for revenue teams that are growing, I know first hand the challenges you’re facing when the company starts to take off. This work in my coaching practice has expanded and I brought together a world-class coaching team - all former revenue executives- at REACH•ABLE. Meet my team at itsreachable.com to learn more about executive coaching for your revenue leaders.